GIFT   OF 


THE 


VIAVI   MANAGER'S 
GUIDE 


BY 
HARTLAND  LAW,  M.D. 

HERBERT  E.  LAW,  F.C.S. 


•  ••*,'.  •••  ••  •  * 


SAN   FRANCISCO,   CALIFORNIA,   U.   S.    A. 

THE    VIAVI    COMPANY 
1900 


COPYRIGHT,  1898, 
BY  H.  AND  H.  E.  LAW. 


PRESS  OF 
THE    VIAVI    COMPANY 

SAN  FRANCISCO 


u 


CONTENTS. 


PART  I. 

CHAPTER  I  .—Success,  Preparation  necessary— Explanations  of  failure  are  useless- 
Difficulties  in  Viavi  work  are  well  known  and  can  be  easily  overcome — Preparation  and 
determination  insure  success Pages  1-2 

CHAPTER  II.— The  Qualifications,  What  workers  must  be— Those  who  bring 
prestige — Noble  and  ennobling  responsibilities — Constant  work  required — "  The  noblest 
thing  in  the  world  is  honest  labor" — Strength  and  happiness  dispensed  by  Viavi 
workers Pages  3-5 

CHAPTER  III.— Creative  Work,  It  is  essential  to  increase  the  business— How 
this  may  be  done Pages  6-8 

CHAPTER  IV. — Nerve  Force,  How  it  may  determine  success  or  failure — Depress- 
ing influences  swept  aside ~ Pages  9-11 

CHAPTER  V.— Impressions,  Importance  of  creating  a  good  impression  on  appli- 
cants— Neat  in  person — Arrangement  of  reception  room,  office,  desk,  etc. — Business-like 
aspect — Cleanliness  and  order — arrangement  of  testimonials  and  reports — The  necessary 
records Pages  12-16 

CHAPTER  VI.— How  to  Secure  Proper  People,  By  advertising;  through 
lectures,  etc.— Importance  of  advertisements— Experiments  must  be  avoided Pages  17-19 

CHAPTER  VII.— Writing-  Advertisements,  Great  study  required— Brevity— 
Every  advertisement  must  aim  at  a  definite  class  of  women— must  stimulate  interest. 
Pages  20-23 

CHAPTER  VIII.— Classes,  The  division  of  society— Viavi  workers  should  be  drawn 
from  many  sources — Selling  Viavi  to  applicants  for  positions— judging  the  ability  of 
applicants Pages  24-25 

CHAPTER  IX.— Class  Advertisements,  Reaching  women  in  different  walks  of 
life — Specimen  advertisements — The  class  desired  to  be  reached  should  be  clear  in  the 
mind Pages  26-28 

CHAPTER  X.— Forms  of  Advertisements,  Appealing  to  different  classes- 
Advertisements  should  be  changed  constantly— How  to  avoid  worn-out  solicitors,  peddlers, 
etc.— Selling  Viavi  is  not  peddling Pages  29-31 


265610 


CONTENTS. 


CHAPTER  XL— Resources,  The  influence  of  workers  an  important  consideration 
— How  outsiders  may  be  interested— Teachers  as  workers— Their  value— How  their  vaca- 
tions may  be  utilized— Securing  their  names— How  they  may  be  reached— Utilizing  lectures 
to  secure  workers — Securing  lecturers — Impressing  upon  them  the  necessity  for  training — 
Cured  patients  are  good  friends,  and  some  are  workers— Patients  send  workers  to  other 
sufferers— An  important  list— Taking  care  of  callers— Creating  business  by  means  of  those 
who  pass  through  the  office Pages  32-39 

CHAPTER  XII.— Reflection,  Constant  thought  essential— Our  own  efforts  deter- 
mine success  or  failure — Errors  in  hiring — Grandeur  of  doing  good — Napoleon's  dictum — 
Wonders  accomplished — The  Salvation  Army  and  Viavi  workers  compared — an  example  of 
resolution  and  fortitude Pages  40-44 

PART  II. 

CHAPTER  I. — Meeting  the  Applicants,  Arrangement  of  material  to  be  used 
in  the  interview — Classes  of  applicants — Questions  to  be  asked — Description  to  be  memo- 
rized  Pages  45-50 

CHAPTER  II.— Reports.  This  chapter  is  a  continuation  of  chapter  I.— Handling 
reports — Not  a  question  of  "special  ability"— Anticipating  objections Pages  51-54 

CHAPTER  III.— Testimonials,  Samples,  Objections,  Continuation  of  chap- 
ter II.— What  testimonials  to  read  and  how  to  read  them— When  testimonials  become  a  bore 
—Stock  the  applicant  must  buy— Figuring  her  profits— Meeting  objections— Contract. 
Pages  55-60 

CHAPTER  IV.— Contract,  Second  Interview,  Continuation  of  chapter  III.— 
Former  assertions  repeated — Many  who  are  now  workers  were  cured  by  Viavi — Presenting 
the  contract Pages  61-63 

CHAPTER  V.— Description  for  Hiring  Managers,  The  territory  open  must 
be  known  —  Choosing  territory  —  Figuring  profits  —  Stock  required  —  Office  expenses. 
Pages  64-60 

CHAPTER  VI.— Hiring  Travelers,  Description  to  be  memorized— Stock  re- 
quired—Cancelling contract Pages  70-72 

CHAPTER  VII.— IJeaders,  The  business  can  always  be  increased — How? — A  leader 
defined — Began  at  the  bottom — A  field  test  is  the  only  basis  for  judging  a  worker's  worth — 
World  builders  recruited  from  humble  ranks — Encouraging  ambitious  saleswomen — Mana- 
gers who  prefer  selling  to  hiring — Such  a  thing  as  one  person  making  too  many  sales — Pro- 
motion for  merit — Close  sympathy  between  manager  and  saleswomen — A  realization  of 
duty Pages  73-78 


CONTENTS. 


PART   III. 

CHAPTER  I.— The  Need  of  Stalwarts,  Those  "just  brought  in"  are  not  well 
hired— Full  power  of  the  remedy  not  comprehended— Harm  done  by  failure  to  make  sales- 
Value  of  training Pages  79-81 

CHAPTER  II. — The  Worltcr,  Dress,  neatness — Value  of  notes  made  during  the 
drill — Greatness  of  the  task  of  learning  must  be  kept  from  view — Superior  opportunities  for 
advancement  in  Viavi — Best  vocation  for  women — Value  of  training — Brings  confidence — 
Viavi  a  practical  religion — Find  and  develop  individual  elements  of  strength — Effect  of  the 
work  on  the  worker Pages  82-88 

CHAPTER  III.— The  Drill,  Necessity  for  it— Objections  to  it  overcome — All  suc- 
cess comes  from  it — Ignorance  makes  failures — The  manager's  duty — Length  of  lessons — Art 
of  training  requires  hard  study— Drill  to  be  closed  as  soon  as  possible— It  can  be  made 
fascinating — Impress  the  dignity  and  majesty  of  the  calling — Worker  should  be  filled  with 
pride  in  it — Viavi  workers  not  classed  with  peddlers  and  canvassers — They  command 
respect — Not  sufficient  to  interest  a  sufferer — Sale  must  be  made Pages  89-95 

CHAPTER  IV.— First  Lesson,  First  impression  on  patient— Receptacle  for  Plate 
Book— Position  while  calling— Taking  notes  during  drill— How  to  use  testimonials— Import- 
ance of  earnest,  constant  effort Pages  96  105 

CHAPTER  V.— Second  Lesson,  No  loose  papers  in  Plate  Book— Explaining  con- 
gestion—How  Viavi  cures  inflammation,  leucorrhea,  irregular  menstruation...  .Pages  106-113 

CHAPTER  VI.  — Third  Lesson,  Menstruation,  displacements  —  Interruptions- 
Overcoming  obstacles — Reports  and  correspondence — How  Viavi  cures  enlargement  and 
displacement,  prevents  and  cures  laceration  and  ovarian  troubles Pages  114-123 

CHAPTER  VII.— Fourth  Lesson,  Position  of  uterine  organs  —  Nerve  plate  and 
reflex  symptoms — How  Viavi  cures  nervousness — Closing  sale  and  second  canvass — Dis- 
tributing Viavi  literature— Imitators  of  Viavi v Pages  124-130 

CHAPTER  VIII.— Fifth  Lesson,  Beginning  work  in  a  town— Securing  lists  and 
influence— Worker's  Supply— Various  forms  of  Viavi— Meeting  those  who  have  used  the 
remedy Pages  131-141 

CHAPTER  IX.— Sixth  Lesson,  Special  descriptions— Testimonial  Book,  how  to 
arrange  and  use — Use  of  symptom  lists— Records  of  patrons — Worker's  responsibility — Pecu- 
liarities distinguishing  Viavt Pages  142-153 


CONTENTS. 


PART  IV. 

CHAPTER  I. — Lectures,  A  woman  is  taken  at  an  estimate  of  herself—  Tact,  personal 
appearance,  manner,  neatness — A  striking  illustration — How  women  acquire  power  and 
usefulness — Business  qualifications — Object  of  lectures  to  bring  in  workers  and  sell  the 
remedy Pages  154-164 

CHAPTER  II. — Advertising1  Lectures,  Purpose,  form  and  place  of  notices — 
Report  of  lecture— Personal  invitations  and  calls — Selecting  a  hall;  lighting,  heating,  seats, 
meeting  the  audience — Distributing  printed  matter — Small  audiences  are  best — Impressing 
magnitude  of  Viavi Pages  165-173 

CHAPTER  III.— The  Subject,  Object  of  lectures— Inviting  private  appointments- 
Lists  of  subjects— Describing  typical  cases— Lectures  should  not  be  read— Handling 
interruptions Pages  174-179 

CHAPTER  IV.— After  the  Lecture,  Actual  sales  resulting  from  lecture  deter- 
mine its  value— Difference  between  interest  and  conviction— Why  members  of  the  audience 
want  to  talk  with  the  lecturer  after  the  lecture— How  to  meet  them— Errors  to  avoid— Mak- 
ing, appointments Pages  180-183 

CHAPTER  V.— The  Business  Woman.  What  is  a  business  woman?— Women's 
disadvantages— Demands  on  the  sex— Importance  of  details Pages  184-186 


PART  I. 
CHAPTER  i. 

lUCCESS, 


"The  great 

difference 

between 

the  feeble 

and 

the  powerful 

is, 

energy 

and 

invincible 

determination. 


J^UCCESS  is  not  a  difficult  matter  if  you  are  prepared 
^p,     for  it;   if  you  are  not,  it  will  take  practically  all 
your  life  to  explain  to  your  friends  and  well-wishers 
why  you  failed.     You  may  satisfy  yourself  with 
"reasons"  that  are,  at  the  best,  excuses.     Each  line  of 
argument  or  explanation  why  you  did  not  succeed  is  an 
evidence  that  you  failed,  either  in  preparation  or  in  exe- 
cution.    Business  men  and  leaders  do  not  want  managers 
who  spend  their  time  explaining  why  they  failed.     They 
want  those  whose  success  speaks  and  requires  no  expla- 
nation. 

We  have  a  fair  knowledge  of  the  impediments  and 
the  difficulties  surrounding  your  work.  We  began  in 
the  humblest  position  and,  step  by  step,  have  made  our 
way  through  the  difficulties  and  discouragements  which 
beset  our  pathway,  just  as  they  do  yours.  It  will  be 
unnecessary  for  you  to  write  long  letters,  explaining  the 
difficulties,  objections  and  obstacles  of  your  section;  we 
have  had  the  most  intimate  association  with  them  year 


"To 

believe 

a 

business 

impossible, 

is 

to  make 

it 

so." 


after  year,  for  many  years  —  we  knew  of  them  before 
you  ever  thought  of  entering  this  work.  We  know  it 
takes  pluck;  we  know  that  you  must  possess  courage;  we 
know  that  you  must  have  stamina  to  win.  We  expect 
you  to  possess  these  qualities. 

If  you  do  not  succeed  at  the  beginning,  we  shall  be 
patient  with  you,  knowing  that  a  child  must  creep  before 
it  can  walk.  We  ask  that  instead  of  writing  and  explain- 
ing your  failure,  you  devote  the  time  to  preparing  your- 
self for  success.  Never  spend  time  in  writing  or  talking 
about  anything  that  does  not  absolutely  advance  your  suc- 
cess and  help  the  cause.  Ask  yourself:  first,  is  it  neces- 
sary to  spend  the  time  thus;  secondly,  is  it  of  any  advan- 
tage? You  will  decide  that  four-fifths  of  all  letters  which 
have  been  written  on  such  subjects  were  useless.  Re- 
member, the  achievements  which  you  most  admire  are 
the  result  of  an  earnest  resolution  to  succeed;  a  feeling 
that  one  can  succeed;  to  which  has  been  added  applica- 
tion, pure  and  simple.  Make  yourself  realize  that  suc- 
cess is  yours  if  you  are  willing  to  pay  the  price,  and  that 
no  man  or  woman  ever  failed  who  met  the  requirements 
of  success.  ' '  You  can  do  what  you  will' '  Resolve,  there- 
fore in  the  beginning  that  you  will  succeed. 

The  next  step  is  to  prepare  yourself  to  succeed.  Gar- 
field  said:  "There  is  no  easy  road  to  success  —  I  thank 
God  for  it.  A  trained  man  ze/zV/make  his  life  tell.  With- 
out training,  you  are  left  on  a  sea  of  luck,  where  thousands 
go  down,  while  one  meets  with  success.  You  cannot 
extemporize  success.  //  must  be  wrought  out  with  pa- 
tience and  to.il. " 


CHAPTER  u. 


i HE  QUALIFICATIONS, 


grows 

on  people. 

It 

begins 

in  a  cobweb; 

it 

ends 

in  chains." 


'HE  first  qualifications  of  a  good  worker  are:  Hon- 
esty, earnestness,  sincerity,  a  love  for,  and  a  loy- 
alty to,  the  work.  Next  comes  thoroughness;  and 
last,  and  most  important,  perseverance.  This  last- 
named  element  is  the  vitality  of  success.  Obstacles  and 
objections  will  be  met  on  every  hand;  expect  to  meet 
them;  prepare  to  overcome  them.  It  is  impossible  to 
bow  submissively  to  them  and  be  successful.  To  yield  is 
to  fail;  to  resist  is  to  succeed.  To  overcome  discourage- 
ments, a  worker  must  be  possessed  of  indomitable  perse- 
verance and  energy. 

We  want  people  who  will  do  credit  and  honor  to  the 
cause— those  we  are  glad  to  know;  who  will  do  the  work 
justice  and  bring  to  the  remedy  prestige  and  laurels.  It 
is  too  grand  and  noble  a  calling  to  admit  weaklings  to  its 
ranks.  When  a  worker  enlists  under  the  banner  of  Viavi, 
she  takes  upon  herself  the  responsibility  of  carrying 
health  and  happiness  to  those  who  are  suffering.  It  may 
be  a  question  of  life  or  death  with  the  woman  upon  whom 
she  calls;  and  we  cannot  —  we  dare  not  —  admit  those 
who  do  not  realize  the  responsibility;  who  have  not  the 


"  What 

the  world 

wants 

are 

good 

examples, 

not 

too  much 

advice. 

Advice 

maybe 

wrong, 

but 

examples 

prove 

themselves." 


courage  of  conviction;  the  determination  and  the  perse- 
verance to  carry  out  the  conviction.  We  want  those 
who  are  loyal  in  heart  and  in  action. 

We  do  not  want  those  who  will  promise  to  work  eight 
hours  a  day  and  spend  most  of  their  time  writing  about 
the  difficulties,  or  explaining  how  they  allowed  visits  of 
friends,  or  other  movable  and  manageable  conditions,  to 
steal  their  time,  and  in  the  end  work  but  one  or  two  hours 
a  day.  Such  people  cannot  possibly  win  success  ;  they 
cotild  not  hold  a  position  one  day.  Every  business  per- 
son recognizes  the  fact  that  "Six  days  shalt  thou  labor  " 
— not  an  hour,  but  a  full  day.  It  is  useless  for  you  or  for 
us  to  spend  our  time  with  those  who  wrill  not  work.  We 
want  people  who  are  not  only  anxious  to  rise,  but  are 
willing  to  pay  the  price  in  hard,  individual  labor.  There 
are  no  cross-roads  to  success.  "The  noblest  thing  in  the 
world  is  honest  labor.  It  is  the  very  preservative  prin- 
ciple of  the  universe.  Wise  labor  brings  order  out  of 
chaos;  it  turns  deadly  bogs  and  swamps  into  grain-bear- 
ing fields;  it  rears  cities;  it  adorns  the  earth  with  archi- 
tectural monuments  and  beautifies  them  with  divinest 
works  of  art;  it  whitens  the  seas  with  the  wings  of  com- 
merce; it  brings  remote  lands  into  mutual  and  profitable 
neighborhood;  it  binds  continents  together  with  the  fast- 
holding  bands  of  railroads  and  telegraphs;  it  extin- 
guishes barbarism  and  plants  civilization  upon  its  ruins; 
it  produces  mighty  works  6f  genius  in  prose  and  verse, 
which  gladden  the  hearts  of  men  forever." 

In  our  work,  we  reach  the  very  soul  and  foundation 
of  life,  society  and  country.  If  mothers  are  weakened 
with  disease — have  lost  their  vim,  their  energy  and  their 
p0wer  —  the  children  that  are  born  unto  them  will  be 


"  Vivai 

is  a  queen 

whose 

powers 

determine 

the  health 

of 

the  living 

and 

the  destiny 

of 

the  unborn." 


robbed  of  their  rightful  heritage.  Viavi  strengthens  the 
mother;  it  makes  the  home  happy;  it  relieves  a  burden 
grevious  to  be  borne;  it  makes  the  child  stronger  and 
brighter;  it  gives  it  better  mental  faculty  and  it  opens  life 
from  beginning  to  end.  There  is  no  field  of  labor  in 
which  the  reward  is  greater  or  grander  than  in  Viavi.  It 
is  "twice  blessed."  The  monetary  compensation  is  not 
only  greater  than  in  any  other  vocation,  but  the  worker 
has  the  inner  consciousness  of  having  brought  life  to 
the  dying,  strength  to  the  weakened,  joy  to  the  sorrow- 
ful; and,  above  and  beyond  all,  has  placed  woman  upon 
a  firm  pedestal  of  health. 


CHAPTER  in. 

(CREATIVE  WORK. 


"The  drop 

hollows 

the  stone — 

not 

by 

its  force, 

but 

by 

the  frequency 

of 

its  falling." 


>REATIVE  work  is  the  first,  the  most  essential,  arid, 
at  the  same  time,  the  most  profitable  part  of  your 
entire  labors.  No  business  magnitude  is  ever 
gained  as  the  result  of  individual  effort.  The  rail- 
road king  earns  large  sums  of  money  because  he  employs 
great  numbers  of  people,  on  each  of  whom  he  makes  a 
profit.  Manufacturers  accumulate  wealth  because  they 
employ  hundreds  of  people,  and  upon  the  labor  of  each 
they  make  a  small  amount.  Banks  make  large  sums  of 
money  because  they  earn  a  small  per  cent,  upon  each 
deposit,  and  people  pay  a  certain  portion  of  their  earn- 
ings in  order  that  they  may  have  the  use  of  the  money. 
Insurance  companies  become  wealthy  because  people 
pay  a  percentage  to  become  insured.  There  is  no 
branch,  division  or  condition  of  financial  success  that  is 
not  achieved  through  the  aggregation  of  labor.  The  hir- 
ing of  representatives  is  to  our  business  what  the  plant- 
ing of  seed  is  to  the  farmer  —  he  puts  in  a  certain  quan- 
tity and  reaps  many  times  the  amount  planted.  It  may 
take  time  and  effort  to  hire  and  train,  but  the  result  of 
our  effort,  like  the  farmer's,  will  be  in  proportion  as  we 
increase  the  average,  till  the  soil  and  look  carefully  to  the 
cultivating. 


"A 

conviction 

or 

ideal 

in  life 

must  be 

a 

determination 

to 

work. 

It 

must 

express 

itself 

in 

action." 


We  take  it  for  granted  we  are  all  of  one  mind;  viz., 
that  the  main  volume  of  our  efforts  should  be  devoted  to 
creative  work.  Accepting  this  principle,  it  follows  that 
we  should  not  be  satisfied  with  anything  short  of  being 
in  the  best  possible  condition  for  procuring  the  largest 
number  of  desirable  people  in  the  shortest  possible  time. 
Successful  hiring  does  not  consist  in  excellence  at  any 
single  point;  but  in  handling  well  all  the  ground  to  be 
covered.  We  know  of  nothing  quite  so  simple  and  pos- 
sessing so  few  difficulties  as  hiring  and  developing  a  good 
force;  and  yet,  many  seem  to  see  in  its  accomplishment 
innumerable  difficulties,  because  they  have  not  given 
enough  consideration  to  each  step  of  the  process.  All 
grand,  effective  works  and  large  creations  are  simple  in 
their  component  parts,  when  once  thoroughly  under- 
stood. The  greatest  achievements  in  architecture,  as 
well  as  in  engineering,  are  simple  and  they  command 
admiration  more  for  their  simplicity  than  for  their  in- 
tricacy. 

We  are  the  architects  of  this  cause.  It  is  not  for  us 
to  accomplish  this  work  individually.  We  must  be  the 
leaders;  we  must  form  the  ideas,  place  them  before  those 
who  will  execute  them,  preparing  the  executors  and  di- 
recting their  efforts.  This  plan  will  bring  about  the  ac- 
complishment of  our  purpose  in  a  measure  so  great  as  to 
seem  almost  overwhelming.  If  our  enterprise  were  a 
small  one,  we  might  be  satisfied  to  do  something  indi- 
vidually; but  it  is  far  too  great.  While  we  must  creep 
before  we  can  walk,  on  the  other  hand  we  must  fit  our- 
selves better  day  by  day  for  the  education  of  others,  for 
the  directing,  the  securing  and  the  influencing  of  others 
in  our  grand  work.  We  must  broaden  and  strengthen 
along  this  line,  and,  as  each  one  espouses  the  cause,  give 


"It  is 

the  noblest 

mission 

of  life 

to  teach 

women 

the 

exalted  ideas 

of 

motherhood." 


her  the  concentration  of  our  mind  and  experience. 
We  must  educate  all  workers  to  a  point  of  execution 
which  will  accomplish  the  great  work  we  have  in  hand. 
There  can  be  no  line  or  calling  which  can  excel  that  of 
relieving  the  suffering.  We  want  you  to  feel  it  deeply 
and  realize  that,  in  engaging  in  this  work,  it  is  something 
grander,  something  loftier  than  the  mere  selling  of 
merchandise.  Remember,  we  are  dealing  with  the 
mothers  and  daughters  of  the  country;  we  are  to  make 
them  stronger  and  healthier.  What  mercantile  business 
can  compare  with  this?  Millions  of  dollars  are  spent  an- 
nually for  missionary  work  among  the  heathen;  and  it 
is  right.  Millions  are  spent  upon  almshouses  and  jails 
to  correct  and  advance  society;  and  this  is  right.  But  we 
can  fit  women  for  motherhood,  so  that  their  children  will 
not  become  the  inmates  either  of  almshouses  or  jails — 
they  will  be  born  right.  This  is  our  work. 


CHAPTER  iv. 


ERYE  FORCE. 


"  To  speak 

merely 

for  the  sake 

of 

speakingf 

is 

like  eating 

merely 

for  the  taste 

of 

food." 


'HERE  is  an  clement  used  in  thought  and  action 
which  is  of  the  most  vital  importance  —  nerve 
force.  Its  use  or  non-use  determines  largely  the 
success  or  failure  of  the  individual.  You  can  see 
its  action  in  anger:  Every  muscle  of  the  face  and  body 
is  drawn  to  a  high  tension;  but,  while  angry,  if  you  con- 
jure up  a  smile,  your  anger  will  gradually  disappear.  The 
anger  was  the  natural  exhibition  of  nerve  force  brought 
into  play  by  some  irritating  circumstance.  The  change 
of  the  facial  expression  from  anger  to  a  smile  was  brought 
about  by  a  centra-exhibition  of  nerve-force  sent  out  by 
the  will,  entirely  changing  the  expression  of  the  face 
and  the  feeling  of  the  individual.  If  you  have  a  desire 
to  make  the  muscles  of  the  limbs  tense  and  assume  a  posi- 
tion of  earnestness,  it  will  have  its  effect  upon  the  mind, 
and,  in  a  moment,  will  react  upon  the  face  and  thus  it 
becomes  the  index  of  earnestness.  That  is  the  secret  of 
the  success  which  great  actors  achieve.  Therefore,  do 
not  talk  with  a  placid  expression  on  your  face,  as  though 
the  matter  was  of  no  importance.  Let  your  face  be  ani- 
mated when  talking  upon  subjects  that  should  make  you 
feel  that  way;  sad,  when  you  are  reading  lines  of  sadness 
or  depicting  the  misery  to  which  women  have  been 


10 


"The 

victor 

in 

any 

struggle 

is 

he 

who 

has 

the  most 

staying 

power." 


brought  through  uterine  diseases;  earnest,  when  relating 
cases  that  have  yielded  to  Viavi  after  having  been  given 
up  by  the  most  eminent  physicians.  The  eyes,  the  lips, 
the  forehead  —  in  fact,  every  part  of  your  being  —  should 
speak  and  show  more  fully  than  words  the  conviction  of 
your  mind;  the  earnestness  which  you  throw  into  your 
work;  the  belief  which  exists  within  you  concerning  the 
remedy. 

Some  one  has  said:  "A  contented  mind  is  a  con- 
tinual feast."  While  one  should  always  be  "in  dead  ear- 
nest," ever  strive  to  keep  in  a  happy  frame  of  mind.  It 
is  not  difficult  for  one  to  feel  gloomy  and  discouraged; 
in  fact,  it  is  very  easy  to  sit  down  and  brood  over  this  or 
that  annoyance  and  entirely  incapacitate  oneself  for  busi- 
ness. If  you  are  looking  for  something  gloomy  you 
will  be  sure  to  find  it  the  very  first  hour  of  the  day.  If, 
on  the  other  hand,  you  go  at  your  work  and  take  every 
annoyance  pleasantly,  keeping  a  bright  and  cheerful  de- 
meanor, you  will  accomplish  many  times  the  volume  of 
business  and  do  more  effective  work  with  those  with 
whom  you  come  in  contact  than  if  they  could  read  on 
your  countenance  that  you  are  "out  of  sorts."  It  is 
impossible  to  hide  one's  feelings.  Some  feel  that  they 
can;  that  they  can  be  discouraged  within  and  encouraged 
without.  They  might  as  well  claim  that  the  rotation  of 
the  earth  on  its  axis  can  be  prevented.  While  feelings  of 
discouragement  may  be  fought  to  a  certain  extent,  they 
will  crop  out  sooner  or  later,  and  your  work,  instead  of 
being  productive,  will  be  the  reverse.  Our  lives  are 
really  what  we  make  them.  We  have  as  much  control 
over  our  dispositions  and  natures  as  we  have  over  the 
practical  affairs  of  life.  Some  people  feel  that  they  should 
allow  themselves  to  drift  into  tne  condition  of  mind  to 


II 


"A 

brave  mind 
is 

always 
impregnable. J 


which  circumstances  point.  It  would  be  just  as  reason- 
able to  think  one  ought  to  walk  into  a  river  because  it 
happens  to  cross  the  road. 

You  may  ask:  "How  can  one  help  these  varying 
moods  ?  "  We  know  of  no  more  effective  way  than  con- 
tinuous work.  No  matter  how  great  the  discouragements 
or  the  obstacles,  if  we  are  constantly  occupied  and  do  not 
give  one  moment's  thought  to  anything  but  the  work  in 
hand  —  the  best  methods  of  developing  and  advancing  it 
—  the  depressing  influences  will  lose  their  force  and  we 
shall  be  happy  and  victorious  in  the  sunshine  of  success. 


12 


CHAPTER  v 


MPRESSIONS, 


"Men 

trust  more 

to 

their  eyes 

than 

to 

their  ears." 


hiring  you  should  dress  as  well  as  you  can  afford. 
It  is  not  necessary  to  be  richly  dressed  so  much  as 
it  is  to  be  carefully  dressed — everything  neat,  from 
the  finger-nails  to  the  shoes. 

RECEPTION  ROOM  — The  reception  room  should 
have  a  general  air  of  business  —  clean,  neat  and  chairs 
nicely  arranged;  Health  Books  and  two  or  three  of  the  late 
magazines  on  the  center-piece.  Have  them  arranged 
early  every  morning.  If  a  friend  wants  to  leave  an  old 
basket,  satchel,  etc.,  for  a  short  time,  receive  it,  but  get 
it  out  of  sight.  Do  not  allow  your  rooms  to  be  used  for 
lounging  purposes.  Have  no  one  about  who  is  not  abso- 
lutely necessary. 

YOUR  OFFICE— Too  much  thought,  too  much  care 
cannot  be  given  to  the  first  impression.  The  office  should 
be  neat  and  business-like.  Do  not  let  rubbish  accumulate; 
keep  everything  looking  fresh;  no  suspicious  corners 
curtained  off;  no  pans,  brooms,  looking-glasses,  broken 
combs  or  things  of  that  sort.  A  great  many  things  of  this 
kind  are  necessary,  but  they  should  be  kept  under  cover. 
Do  not  have  anything  ragged  in  the  way  of  furniture 
covering.  Instead,  have  everything  substantial,  modest 


13 


aside 
every 
weight." 


and  fresh-looking,  though  not  without  some  evidence  of 
wear.  If  you  have  a  typewriter  see  that  the  same  air  of 
business  pervades  every  paper  she  has  about  her  machine. 
See  that  she  is  clean  herself  and  dresses  her  hair  neatly. 
Do  not  allow  her  to  wear  faded  party  dresses  or  dresses 
that  do  not  join  at  the  waist,  or  are  held  together  with 
pins.  Require  the  same  air  of  business  and  neatness  in 
your  employees  that  you  have  in  your  office.  All  this 
tends  to  give  a  good  impression  of  the  business,  and  in  a 
measure  determines  the  character  of  the  manager.  Your 
employees  should  be  nice-looking,  conservative  and  lady- 
like; those  who  do  not  talk  much;  not  necessarily  pretty, 
but  sober,  sensible,  healthy,  wholesome-looking  girls. 

Insist  on  the  landlord  keeping  the  hall  and  stairs 
clean,  and  protest  against  any  objectionable  signs  or 
cheap  circulars  being  pasted  on  the  walls.  Give  thought, 
as  far  as  in  your  power,  to  every  influence  that  may  im- 
press the  applicant  from  the  time  she  places  her  foot  on 
the  first  step  until  she  reaches  your  desk.  Consider  no 
detail  too  slight  to  have  your  care. 

ARRANGING  YOUR  DESK.  — Running  along  the 
top  of  your  desk,  on  the  back  farthest  from  your  chair, 
should  be  a  long  row  of  Health  Books,  standing  on  their 
front  edges.  On  each  corner  of  this  row  of  books  there 
should  be  an  upright  pile,  standing  high  enough  to  be 
even  with  the  backs  of  those  lying  on  their  front  edges. 
These  should  be  neatly  arranged.  Then  should  come 
an  ink-well  and  pen-racks,  between  which  should  be  a 
space  of  about  eight  inches,  and  in  that  space  should  be 
a  number  of  addressed  envelopes,  out  of  which  have 
been  taken  the  letters.  These  should  lie  over  a  trifle  and 
not  be  too  uniform  —  one  a  little  out  here,  and  the  other 
a  little  out  there,  interspersed  with  a  few  telegram  envel- 


"  What's 

well 

begun 

is 

half 

done." 


opes.  This  will  give  the  impression  of  active  corre- 
spondence. Directly  in  front  of  you  on  the  desk  should 
be  writing  paper,  neatly  jogged  up,  and  across  it  a 
blotter — not  ragged,  and  yet  not  entirely  new;  one  show- 
ing some  use.  This  looks  as  though  you  were  just  going 
to  write  or  had  just  finished  writing.  At  your  right 
hand  you  should  have,  with  face  downward,  the  letters 
of  the  applicants  whom  you  are  going  to  interview. 
They  should  be  pinned  together  in  the  upper  left  hand 
corner,  making  them  perfectly  uniform  and  even  ;  on 
them  should  be  placed  a  firm  weight.  On  the  upper 
right-hand  corner  of  each  should  be  marked  the  hour 
the  person  is  to  come.  To  your  left  should  be  a  com-, 
plete  set  of  reports  of  work  accomplished  by  successful 
workers.  Thest  reports  should  be  fastened  together  at 
the  top  with  a  brass  fastener;  do  not  use  string  or  ribbon 
or  sew  them  with  thread.  If  you  have  new  reports,  fold 
them  two  or  three  times,  and  then  straighten  them  out, 
so  that  they  will  have  somewhat  the  air  of  originals, 
but  do  not  have  them  ragged,  worn  or  finger-marked; 
neither  should  they  be  too  fresh.  They  should  have  the 
appearance  of  having  been  handled  in  a  neat,  business- 
like way.  Next  to  them  should  be  a  set  of  testimonials, 
also  fastened  together  at  the  top,  easy  of  turning  and 
handling. 

Have  a  miscellaneous  set  of  local  testimonials  of 
strength,  which  you  should  have  written  on  a  typewriter, 
so  that  they  may  be  of  a  size  easily  handled  and  read. 
We  have  found  it  advantageous,  even  when  our  testi- 
monials are  printed,  to  have  them  re-written  on  the 
typewriter.  A  type-written  letter  seems  more  personal, 
and  cuts  out  the  advertising  feature,  for  which  people 
feel  they  should  make  very  wide  allowance  for  misrep- 


15 

resentation.  Adjoining  the  reports  and  testimonials 
should  be  a  block  of  writing  paper,  and  a  well-sharpened 
pencil.  You  can  have  a  mail  basket  on  the  extreme 
right  of  your  desk  if  you  desire.  In  that  event  the 
row  of  books  should!  be  shortened  just  enough  to  allow 
the  basket  to  sit  there  firmly.  An  excellent  way  to 
divide  your  mail  is  to  have  a  piece  of  strawboard  a 
trifle  smaller  than  the  inside  of  the  mail  basket ;  place 
the  unanswered  correspondence  on  the  top  of  this,  and 
the  answered  beneath.  To  avoid  people  examining  your 
letters  which  are  thus  unfolded  and  exposed,  a  second 
piece  of  strawboard  can  be  placed  over  the  top.  Keep 
all  samples  of  tumors  and  unsightly  things  in  a  drawer 
of  your  desk.  There  should  be  nothing  on  the  desk 
that  is  not  attractive,  clean  and  business-like.  A  care- 
"  Thrift  fully  arranged,  neatly  cared  for  desk  is  one  of  the  first 

is  things  you   notice  in  well  regulated  offices  where  pro- 

a  gressive  busines  is  carried  on. 

RECORDS.— Among  the  other  belongings  of  your 
office,  you  should  have  a  perfect  system  of  records,  one  in 
which  you  keep  the  names  and  addresses  of  the  applicants 
from  all  sources ;  another  for  the  purpose  of  recording 
those  who  answer  advertisements  ;  still  another  for  keep- 
ing a  record  of  all  correspondence,  in  addition  to  which, 
you  should  keep  a  copy  of  every  letter  you  write.  Then 
comes  the  Patients'  Record,  in  which  should  be  kept  an 
outline  of  the  condition  of  each  patient — when  she  began 
the  treatment,  with  notes  as  to  the  changes  which  take 
place  from  time  to  time,  and  a  memorandum  as  to  when 
she  will  be  out  of  remedy  and  will  need  another  supply. 
There  should  also  be  a  Sales  Record,  so  that  at  the  end 
of  each  day  you  can  tell  how  much  stock  you  have  on 
hand  of  each  kind,  this  enabling  you  to  know  just  ex- 
actly how  much  has  been  sold  during  the  day. 


i8 


"It 

is 

the 

first 

struggle 

that 

counts." 


One  of  the  greatest  weaknesses  with  a  beginner  in 
the  building  of  any  business  is  the  tendency  to  "try 
some  other  way."  Just  as  soon  as  one  departs  from  the 
systems  and  methods  which  she  has  been  taught,  and 
which  have  behind  them  years  of  experience  and  many 
a  test  as  to  their  thoroughness,  just  so  soon  does  she  lay 
herself  liable  to  be  blown  hither  and  thither,  rudderless. 
The  old  saying  is,  "A  poor  plan,  vigorously  followed,  is 
better  than  a  good  one  followed  half-heartedly."  Many 
a  plan  which  has  produced  success  may  be  wholly  un- 
productive in  the  hands  of  a  beginner  because  she  has 
not  digested  the  details  of  it;  she  does  not  realize  its 
force,  and  failing  to  make  it  go  at  the  first  trial,  turns  to 
something  else.  This  lack  of  concentration  of  purpose 
weakens  her  effort  in  the  attempt  at  the  "new  way,"  and 
destroys  whatever  power  the  old  plan  possessed.  If  you 
can  firmly  implant  in  your  own  mind  and  in  the  minds 
of  your  workers  that  an  old,  tried  system  will  win  above 
all  other  methods,  you  have  accomplished  half  the  battle. 
It  is  impossible  to  make  a  success  of  any  plan,  the  strength 
of  which  you  doubt.  One  never  learns  to  swim  until  one 
has  absolute  confidence.  Experienced  swimmers  assert 
that  "anyone  can  swim" — that  "it  is  impossible  to 
drown;"  and  yet,  how  many  times  a  beginner  will  do  his 
level  best  and  go  down  !  You  must  be  possessed  of  the 
same  elements  as  the  swimmer — buoyancy  and  resist- 
ance. Your  success,  therefore,  is  entirely  a  matter  of 
confidence  and  effort.  If  you  know  how  to  swim,  you 
will  remember  how  astonished  you  were  to  find  how 
easily  it  could  be  done  when  you  had  learned.  Now,  the 
same  is  true  of  the  plans  in  this  work.  The  success  of 
our  business  has  come  as  a  result  of  going  over  the  same 
ground  again  and  again,  and  yet  again.  The  mos*  suc- 
cessful workers  we  have  to-day  know  but  one  descrip- 


.       19 

tion;  but  they  know  that  description  so  thoroughly  that 

they  can  give  it  with  telling  effect.  Their  illustrations  of 
"Dare  cures  or  testimonials  may  differ  at  times;  but  the  founda- 

*°  tion  principles  remain  forever  unchanged.  Stick  close 

to  your  plans.  Make  them  the  anchor  weights  of  your 
dieS'  business.  Live  up  to  them  with  vigor  and  thoroughness. 

Teach  your  workers  to  do  likewise.     Never  encourage 

them  in  any  experiment. 


20 


llJ 


CHAPTER  vn. 

KITING  ADYERYTISEMENTS, 


"Brains 

as 

well 

as 

the 

hands 

grow 

by 
use." 


'HIS  branch  not  only  determines  very  largely  the 
number  of  people  we  hire,  but  it  determines  also 
the  amount  of  time  devoted  to  creating  business. 
It  is  an  easy  matter  to  interview  eight  persons  a  day,  and 
yet  not  spend  the  time  creatively.  Many  new  workers 
think  that,  if  the  time  is  spent,  no  matter  how,  it  is  in  a 
creative  manner,  so  long  as  they  are  interviewing  people 
who  have  answered  advertisements.  Suppose  you  were 
to  interview  a  lot  of  school  girls,  labor  with  all  your 
might,  and  perhaps  hire  some  of  them.  What  use  would 
they  be  to  your  business  ?  In  a  word,  you  can  afford  to 
devote  your  time  to  those  people  only  who  are  actually 
beneficial  to  the  business — who  are  the  right  kind  of  peo- 
ple for  the  work.  It  follows,  therefore,  that  the  kind  of 
people  desired  must  be  considered  in  the  advertisements 
used. 

Another  important  feature  in  writing  an  advertise- 
ment is  to  have  it  as  brief  as  possible  and  to  the  point. 
One  which  promises  great  things  is  weak,  because  people 
reailze  that  everything  of  value  has  its  corresponding 
cost;  that  there  are  hundreds  of  persons  out  of  work,  and 
for  that  reason  the  conclusion  may  be  formed  that  your 


21 


"A 

high 

ideal 

must 

precede 

any 

worthy 

achievement." 


proposition,  in  all  probability,  is  not  what  it  purports  to 
be.  If,  on  the  other  hand,  an  advertisement  is  rather  ex- 
acting in  its  requirements,  the  feeling  on  the  part  of  those 
who  read  and  answer  it  is,  "I  shall  be  fortunate  if  I  ob- 
tain the  position  and  shall  have  to  stiuggle  in  order  to  get 
it." 

Analyze  carefully  every  "ad"  you  use.  Advertise 
with  a  certain  purpose  in  view.  You  will  often  feel  puz- 
zled over  one  and  think  you  would  rather  do  a  half  day's 
work  than  write  an  "ad."  But  bear  in  mind  it  is  a  part 
of  your  business  which  must  be  mastered,  because  you 
must  keep  applicants  constantly  coming  into  your  office. 
You  cannot  afford  to  let  a  day  pass  without  having  inter- 
viewed a  fair  number  about  the  work  anymore  than  you 
can  allow  a  day  to  pass  without  eating.  Every  business 
must  be  constantly  fed;  we  must  ever  be  enlisting  the 
efforts  of  desirable  persons.  Just  as  in  Nature  a  constant 
waste  and  repair  are  going  on,  so  in  every  business  there 
is  a  gradual  and  continual  change  and  growth.  We  must 
not  fail  to  observe  this  law;  it  is  just  as  positive,  just  as 
unchanging  as  the  laws  which  move  the  sun,  the  moon 
and  the  stars.  It  is  one  of  the  laws  that  have  been  estab- 
lished since  the  beginning  of  time;  and  if  we  would  be 
successful  we  must  realize  it;  we  must  work  in  harmony 
with  it. 

Write  three  or  four  advertisements  at  one  time; 
change  them  as  you  see  fit.  In  a  word,  make  them  as 
strong  as  you  can.  See  if  parts  of  two  of  them  combined 
would  not  make  a  stronger  advertisement.  Every  one 
you  write  represents  not  alone  the  words,  but  the  idea, 
which  you  are  aiming  to  produce — the  impression  which 
will  be  made  upon  the  mind  of  the  person  who  reads  it. 
The  value  of  being  able  to  say  a  thing  in  an  influencing 


22 


"  Whatever 

you 

are 

you 

must 

make 

of 

yourself." 


and  effective  manner  cannot  be  over-estimated,  and  you 
must  prepare  yourself  for  this  part  of  the  work  j  ust  as 
the  farmer  prepares  the  ground  for  the  seed.  One  of  the 
largest  advertising  houses  in  the  world  has  a  manager 
who  reads  all  the  advertisements  in  every  paper  that 
comes  into  that  establishment.  He  clips  out  anything 
that  strikes  him  as  being  good,  labels  it  and  puts  it  away 
for  future  use.  This  system  is  being  carried  on  by  many 
of  the  largest  mercantile  houses  in  existence.  They  con- 
sider it  of  such  vital  importance  that,  in  nearly  all  cases, 
the  proprietor  of  the  business  spends  a  certain  amount  of 
time  daily  in  doing  this  work.  In  later  years,  individuals 
and  firms  have  made  a  business  of  this  one  thing.  And, 
while  these  men  are  among  the  most  successful  in  the 
world,  yet  they  realize  that  ideas  are  scarce  and  difficult 
to  develop,  and,  when  they  see  an  idea,  whether  it  be  the 
concoction  of  their  own  brain  or  that  of  some  one  else,  it 
must  be  seized  upon  and  made  to  serve. 

Another  important  point  in  regard  to  advertisements 
is  to  write  them  a  long  time  ahead.  Nothing  brings  such 
poor  results  as  the  advertisement  written  hurriedly  and 
rushed  just  about  the  time  it  is  necessary  to  take  it  to  the 
newspaper  office.  You  should  have  at  least  a  dozen 
worked  out  so  that  you  are  never  obliged  to  hurry.  And 
this  rule  applies  to  the  business  throughout.  Your  work 
should  never  rush  you;  on  the  contrary  you  should  rush 
it.  Hurried  work  admits  of  only  meager  reflection  and 
consideration,  and  the  results  are  usually  commensurate. 
We  are  apt  to  slight  that  part  of  the  work  in  which  we 
are  the  least  successful,  forgetting  to  realize  that  it  is  the 
rock  upon  which  many  a  business  ship  has  been  wrecked. 
Advertising  to  be  successful  must  be  wrought  out  with 
untiring  labor,  patience  and  persistence. 


"  The  greatest 

homage 

we 

can  pay 

to  truth 

is 

to  use 

it." 


DOMESTIC  AND  FOREIGN  ADVERTISEMENTS. 

A  domestic  advertisement  is  one  which  is  published 
in  the  town  in  which  the  office  is  located.  A  foreign  ad- 
vertisement is  one  which  is  inserted  in  papers  outside  of 
the  town.  Any  of  the  forms  or  classes  of  advertisements 
of  which  we  speak  may  be  used  either  as  foreign  or  as 
domestic  advertisements. 


CHAPTER  vm. 

\ 

LASSES, 


"Perseverance 

built 

the 

pyramids 

on 

Egypt's 

plains." 


RIVER  is  made  large  by  the  numberless  small 
streams  which  flow  in  from  the  different  points 
along  its  banks.  Just  so  your  business  is  made 
large  by  drawing  your  co-workers  from  different 
channels.  Even  though  you  interest  but  one  or  two 
from  each,  the  aggregate  will  be  large.  In  all  interviews 
make  it  a  point  to  interest  people  in  ovir  noble  cause  and 
enlist  their  assistance  in  its  advancement.  If  they  do  not 
wish  individually  to  engage  in  the  work  they  may  have 
friends  to  whom  they  can  suggest  the  matter.  If  you  feel 
they  are  not  capable  of  succeeding  in  the  work,  make  a 
point  of  finding  out  if  they  need  the  remedy  and  if  so  sell 
to  them.  If  they  are  not  engaged  and  do  not  need  the 
remedy,  then  secure  the  names  of  their  friends  and  ac- 
quaintances who  do  need  Viavi  and  call  upon  them  later. 
Always  keep  a  memorandum-book  on  your  desk  for  such 
purposes.  It  is  often  a  very  easy  matter  to  sell  the  treat- 
ment to  a  woman  who  answers  an  advertisement.  She  is 
already  engaged  in  some  position,  but  is  not  well ;  she  is 
endeavoring  to  better  herself,  but  on  account  of  her  ill- 
health  she  cannot  succeed  in  so  doing  and  it  will  be  a 
perfect  God-send  to  her  to  have  the  remedy,  use  it  and 
become  cured. 


"The 

slow 

penny 

is 

surer 

than 

the 

quick 

dollar." 


There  are,  then,  three  ways  in  -which  the  material 
from  advertisements  may  be  used  : 

First  —  Decide  whether  they  are  capable  of  engag- 
ing profitably  iu  the  work. 

Second  —  Do  they  need  the  remedy  themselves? 

Third — Secure  a  list  of  names  of  people  upon  whom 

you  or  your  workers  can  call. 

ABILITY.  —  Bear  in  mind  that  people  of  limited  cali- 
ber will  never  succeed  in  as  full  a  measure  as  those  who 
have  ample  ability.  And  on  the  other  hand  rememeber 
that  oftentimes  a  woman  can  better  reach  those  in  her 
own  sphere  and  class  than  one  is  who  more  educated  and 
refined.  We  do  not  want  people  who  "cannot  find  any- 
thing else  to  do  "  or  have  made  failures  in  other  lines  of 
business,  or  who  are  constantly  telling  of  the  success  that 
they  had  in  this  or  that  position,  and  when  they  find  it  is 
necessary  for  them  to  purchase  an  outfit,  are  obliged  to 
admit  they  have  not  enough  money  to  pay  their  board 
the  remainder  of  the  week.  If  they  have  been  success- 
ful, unless  severe  misfortune  overtakes  them,  they  should 
at  least  have  enough  laid  by  to  supply  their  daily  wants. 
That  woman  who  is  already  engaged  and  is  earning  a  fair 
salary  will  usually  make  a  grander  success  than  one  who 
is  not  capable  of  commanding  a  position.  It  takes 
brains,  tact  and  energy  to  succeed  in  this  business,  fully 
as  much  as  iu  any  other,  and  in  proportion  as  these  ele- 
ments are  possessed  will  the  individual  succeed.  If  the 
applicant  is  searching  for  an  "easy  position  "  and  is  un- 
willing to  put  forth  honest  effort  and  labor,  she  is  rarely 
successful  at  anything ;  and  it  is  surprising  how  many 
people  who  scarcely  know  where  the  next  meal  is  coming 
from,  will  shirk  honest  labor;  they  would  rather  eat  the 
bread  of  idleness,  be  kept  or  fed  by  some  relatives,  or  do 
anything  in  the  world  but  labor.  Such  are  an  absolute 
detriment  to  our  work. 


26 


CHAPTER  ix. 


LASS  ADVERTISEMENTS, 


[Y  "class  advertisements  "  we  mean  those  designed 
to  draw  the  special  attention  of  persons  engaged 
in  some  particular  work  or  occupation  which  re- 
quires the  same  qualities  that  our  work  demands; 
or  those  who  have  learned  to  work  hard.     For  instance, 
an  advertisement  reading  "Wanted  —  A  nurse,"  indicates 
a  class  of  women  engaged  as  nurses,  whose  knowledge  of 
"Set  *ke  numan  body  and  diseases  will  be  beneficial  in  talk- 

your  ing  with  ladies  concerning  Viavi.     Or,  "Wanted  —  A 

.»*#*"&  lady  who  has  had  some  experience  in  dressmaking."     As 

.  a  rule  women  engaged  in  this  line  of  work  are  intimately 

.  acquainted  with  the  ills  of  women,  because  each  cus- 

ft%»  tomer  when  trying  on  a  dress  usually  tells  of  her  physical 

weak  points,  and  the  dressmaker  becomes  acquainted 
with  the  fact  that  nine  out  of  every  ten  women  suffer ; 
she  realizes  that  if  she  had  a  remedy  which  would  reach 
these  conditions  she  could  make  a  fortune  and  do  it  more 
quickly  than  she  could  at  dressmaking.  Still  another : 
"Wanted— A  nurse  who  has  a  thorough  knowledge  of 
female  troubles."  There  are  always  a  large  number  of 
women  who  are  natural-born  nurses,  and  they  have  a 
large  acquaintance  with  female  troubles  in  a  general  way. 


"Nothing 

is 

impossible 

to 

the  one 

who 

can 

will." 


This  class  would  be  attracted  by  an  '•  ad  "  reading  as  in- 
dicated. Again,  "Wanted — a  woman  who  has  had  espe- 
rience  in  housework;"  or,  "the  care  of  children;"  or, 
"school  teaching."  Those  who  have  been  engaged  in 
household  duties  are  usually  hard  workers;  many  of  them 
are  suffering;  many  of  them  are  bright  women;  they 
may  not  have  the  education  of  those  ip  other  classes;  but 
they  have  more  push,  more  energy  and  the  determination 
to  rise  above  their  position.  They  know  something  of 
uterine  troubles  from  experience,  and  when  cured  they 
often  make  excellent  saleswomen.  They  reach  a  class 
such  as  no  other  can  reach.  They  sympathize  with  the 
large  class  of  women  who  are  obliged  to  do  their  house- 
hold work,  and  those  who  are  obliged  to  earn  their  living 
in  the  kitchen;  and  they  seem  to  reach  the  heart  of  that 
class  of  people.  Then  those  who  have  had  the  care  of 
children  are  apt  to  know  more  of  the  human  body,  for  a 
woman  is  but  "  a  child  grown" — a  little  older,  a  little 
bigger;  but  the  heart,  the  lungs  and  every  part  of  the 
body  are  established  in  infancy.  An  advertisement  of 
this  sort  will  bring  a  class  of  very  desirable  people.  The 
advertisement  for  teachers  always  brings  many  answers 
from  a  refined  class  of  people  who,  if  they  have  had  ex- 
perience in  teaching,  possess  tact  and  ability.  Sometimes 
one  who  has  failed  in  teaching  will  make  a  good,  earnest 
Viavi  worker. 

From  what  has  been  said  you  will  see  the  necessity 
of  writing  the  "ad"  with  a  certain  object  in  view --to 
influence  a  particular  class.  There  are  hundreds  of 
women  in  the  employ  men  ts  they  follow  who,  if  given  an 
opportunity  under  our  system  of  training,  will  develop 
into  leaders.  Here  they  can  make  considerable  money 
and  advance  the  cause  of  Viavi.  They  will  not  only  reap 


28 


"Many 

a 

great 

genius 

has 

arisen 

and 

developed 

in 

solitude." 


higher  financial  recompense,  but  they  will  be  better  satis- 
fied with  their  work.  Teachers,  saleswomen,  domestics, 
seamstresses,  widows  all  come  under  the  heading  of 
"classes."  Get  them. 

In  advertising  for  any  of  the  above  classes,  it  is  always 
best  to  require  some  qualification  necessary  in  our  busi- 
ness. For  instance,  "Wanted  —  A  thoroughly  reliable 
woman  over  thirty-five  who  has  had  some  experience  as 
a  seamstress."  The  words  "thoroughly  reliable"  indi- 
cate the  qualifications  which  we  require;  the  word  seam- 
stress is  the  key  to  the  class  of  people  who  will  be  in- 
fluenced by  such  advertisements.  People  watch  the  ad- 
vertisements calling  for  the  qualifications  of  their  particu- 
lar vocation.  As  a  rule  we  follow  the  occupation  in  which 
we  are  engaged  wholly  by  chance  or  circumstance  rather 
than  by  choice.  Many  never  think  of  looking  outside  of 
their  particular  work  for  employment,  and  the  word  re- 
ferring to  their  calling  will  be  the  incentive  that  brings 
forth  a  response. 


CHAPTER  x. 


OF  ADVERTISEMENT, 


"  Would 

you 

have 

a 

stronger 

mind  ? 

Put 

it 

to 

rational 

thinking; 

it 

will  grow 

strong 

in 

action." 


'HE  following  will  give  you  an  idea  of  the  forms  of 
advertisement : 

"Wanted  —  Capable    woman    to   fill   a   vacancy 
with  a  wholesale  house  by  the  first  of  the  month. 
Address  Vacancy." 

"Wanted  —  A  thoroughly  reliable,  energetic  woman 
who  has  had  some  experience  in  caring  for  the  sick. 
Address  W.  F.  and  Co." 

"Wanted  — A  lady  willing  to  travel  for  firm ;  must 
be  thoroughly  reliable.  Address  Hill  and  Co." 

"  Wanted  —  By  a  wholesale  house,  a  bright,  energetic 
woman  to  learn  and  eventually  manage  a  department. 
Address  Department." 

"Wanted — Immediately;  a  self-reliant  woman  of 
good  address ;  one  who  has  had  experience  in  teaching 
preferred.  Address  Teacher." 

"Wanted — We  now  have  an  opening  for  a  middle- 
aged  lady  of  ability;  must  be  free  to  engage  for  a  year; 
business  chance.  Address  Chance." 

Do  not  use  these,  but  take  them  as  a  guide  when 
writing  advertisements  of  your  own. 


"It 

must 

express 

itself 

in 

action." 


The  main  point  is  to  learn  how  to  write  an  advertise- 
ment which  will  bring  to  you  the  class  of  people  you  de- 
sire. Have  in  your  mind  the  kind  of  person,  her  charac- 
teristics, etc.,  and  you  will  invariably  write  an  advertise- 
ment that  will  influence  just  such  a  woman.  It  is  a  mis- 
take to  write  an  advertisement  with  no  purpose  in  view 
except  "  to  write  an  ad."  One  might  as  well  raise  a  shot- 
gun and  shoot  into  mid-air.  Write  an  advertisement  this 
week  which  will  attract  one  class;  next  week  one  which 
will  influence  another,  and  so  on,  changing  your  adver- 
tisements constantly.  An  advertisement  which  will  bring 
in  one  person  will  not  be  noticed  by  another  of  a  different 
class  or  grade.  Many  people  who  are  desirious  of  enter- 
ing our  noble  work  will  never  do  so  until  the  advertise- 
ment that  impresses  them  is  used.  Of  course  the  object 
is  not  to  draw  from  one  class  of  people  only.  There  are 
not  sufficient  for  your  needs  in  any  one  class.  You  must 
draw  from  many  sources.  Therefore  vary  the  advertise- 
ments. Let  them  be  the  result  of  careful  thought,  and 
resolve  right  at  the  start  that  you  are  going  to  make  a 
success  of  this  branch  of  the  work  if  it  takes  a  year  to  do 
it.  Do  not  make  the  mistake  of  giving  up  after  a  few 
weeks  of  unsuccessful  results.  "Nuts  that  are  hardest 
to  crack  contain  the  sweetest  kernels. ' '  Those  depart- 
ments of  the  business  which  you  find  most  difficult  to 
handle  will,  once  you  have  thoroughly  mastered  them, 
pay  you  best. 

You  observe  we  do  not  state  in  our  advertisements  for 
what  purpose  we  want  workers.  The  reason  is  that  we 
do  not  want  old,  worn-out  solicitors,  "  peddlers,"  people 
devoid  of  ambition,  or  the  like.  We  prefer  to  select 
people  of  intelligence  and  write  advertisements  which 
will  call  forth  responses  from  such.  If  you  were  to  ad- 


"Truth 

is 

strong, 

error 

is 

weak." 


vertise  for  agents  a  wrong  conception  of  what  yoti 
want  would  be  gained,  since  the  majority  of  people  who 
see  an  "ad  for  agents  "  will  get  an  idea  of  objectionable 
peddling;  whereas  these  same  people  when  they  under- 
stand how  our  work  is  conducted  and  realize  what  a  noble 
work  it  is  —  that  it  is  neither  "  canvassing  from  door  to 
door  "  nor  "  peddling  " — will  have  a  totally  different  feel- 
ing. Many  people  answer  advertisements  and  say : 
"  Don't  want  it  if  it  is  soliciting."  Such  people  as  these, 
when  they  understand  the  business,  often  make  eminently 
successful  workers.  Always  write  such  people. 


CHAPTER  xi. 


ESOURCES, 


"Intrepidity 

will 

generally 

win 

success." 


CORKERS'  INFLUENCE.— You  can  frequently  in- 
terest excellent  people  in  our  business  by  edu- 
cating workers  to  use  their  influence  in  its  be- 
half. Teach  your  workers  that  the  more  persons 
brought  into  the  business,  the  greater  will  be  the  repu- 
tation of  Viavi,  which  will  mean  that  they  sell  with  more 
ease.  Further,  as  time  goes  on,  you  expect  to  advance 
them,  and  a  good  record  in  creative  work  will  do  much 
towards  hastening  their  promotion.  If  your  workers  are 
enthusiastic  on  this  proposition,  they  will  only  be  too 
glad  to  do  this  without  any  remuneration  whatever.  If 
you  do  make  some  arrangement  whereby  you  remunerate 
them  for  each  person  they  bring  you,  the  money  may  be 
profitably  spent. 

TEACHERS.— There  is  probably  no  class  of  people 
better  fitted  for  ovir  work  than  school  teachers.  Fully 
eighty  per  cent  of  them  are  dissatisfied  with  their  occu- 
pation. The  remuneration  of  skilled  teachers  is  con- 
stantly decreasing;  the  number  of  people  desiring  these 
positions  is  constantly  increasing.  The  necessity  of  the 
directors  to  get  fresh,  vigorous,  young  blood  means  that 
the  older  ones  will  be  out  of  employment  at  a  time  of 


33 

life  when  they  most  need  a  permanency.  Teachers  are 
recognizing  this  fact  and  are  ever  looking  about  keenly 
for  an  opportunity  which  will  give  them  assurance  for 
the  future. 

Again,  the  work  of  a  school  teacher,  which  compels 
her  to  be  almost  constantly  on  her  feet,  robs  her  of  her 
health.  There  are  few  school  teachers  who  are  really 
well  women.  Teachers  have  keen  ideas  of  human 
nature.  Many  possess  tact.  The  constant  intercourse 
with  children  gives  them  an  advantage  in  our  work.  In 
other  instances  they  have  families  and  obligations  of 
various  kinds,  and  having  been  long  tied  down  to  a  sal- 
aried position  they  do  not  realize  the  possibilities  of 
.  *  striking  out  for  themselves  in  a  commercial  way.  Those 

a  out  of  the  profession  always  make  more  in  commercial 

fool;  lines  than  they  can  on  a  salary.     No  one  can  afford  to 

pluck  pay  them  more  than  they  are  worth,  and  when  they  take 

a  salary   they  are  taking  less  than  they  are  capable  of 

earning.     Teachers  understand  this  in  theory,  but  have 
nero.  ' 

never  had   the  opportunity  of  putting  it  into  practice. 

Our  work  affords  the  chance  of  educating  them  practi- 
cally and  the  vacations  offer  the  opportunity  for  so 
doing. 

THE  PLAN. — About  February  or  March  write  some 
of  the  teachers  in  your  field,  and  discuss  the  nature  of 
the  business  with  them.  Finally  make  them  an  offer  to 
enter  the  ranks.  The  proposition  should  be  in  the 
nature  of  a  permanency  and  not  with  the  idea  of  short 
term  service;  but  a  paragraph  added  to  the  effect  that  if 
it  be  impossible  for  her  to  consider  a  permanent  propo- 
sition you  would  engage  her  for  a  limited  time — say 
during  the  summer  vacation  —  that  she  might  be  able  to 


34 


"It 

is 

the 

noblest 

mission 

of 

all 

higher 

education." 


determine  the  value  of  the  business  and  decide  whethei 
it  would  be  wise  to  return  to  her  school  work  or  to 
remain  with  us. 

Before  we  go  into  detail  on  this  matter  we  want  to 
emphasize  two  points:  First,  that  unless  this  proposition 
is  carried  out  very  thoroughly  with  spirit  and  force  it 
will  not  be  successful;  secondly,  that  training  above  all 
things  else  is  essential  to  a  school  teacher.  She  is  crit- 
ical, almost  hypercritical,  and  feels  that  her  position  and 
the  amount  of  reading  she  has  done,  have  enabled  her  to 
understand  positively  that  this,  that  or  the  other  cannot 
exist,  and  having  suffered  a  long  time  herself,  she  may 
feel  if  a  cure  could  be  made  she  would  have  known  it. 

Of  course  the  first  essential  is  to  secure  the  names  of 
the  teachers.  This  you  can  do  by  writing  the  State 
Superintendent  of  Public  Schools  for  a  list  of  the  County 
Superintendents,  and  from  each  of  the  latter,  secure  a 
list  of  the  female  teachers  under  him.  Superintendents 
are  frequently  called  upon  for  these  lists;  therefore  it 
will  be  natural  that  they  may  sometimes  require  pay  for 
the  service,  generally  half  a  cent  a  name.  It  will  be  well 
to  say  in  your  letter:  "  If  you  are  too  busy  to  comply 
with  our  request,  and  will  kindly  consent  to  have  one  o  f 
your  clerks  write  the  names  of  the  female  teachers  for 
us,  we  will  take  pleasure  in  re-imbursing  her  therefor." 

After  you  have  secured  the  lists  write  the  teacher  a 
letter.  If  you  will  send  to  the  house  under  whose  direc- 
tion you  are  working,  they  will  furnish  you  with  samples 
of  letters  such  as  are  used  for  this  plan.  It  will  probably 
be  wise  not  to  write  every  teacher  in  the  same  town,  be- 
cause they  are  likely  to  compare  the  letters  and  conclude 
it  is  a  too  general  proposition  and  therefore  not  pay 


35 


"We 

are 

the  sons 

and 

daughters 

of  Him 

that 

overcometh." 


much  attention  to  it.  The  best  way  is  to  write  a  few  at 
a  time.  Then  if  they  do  not  respond  write  a  few  more. 
Sign  each  letter  with  a  pen.  On  receiving  replies  adopt 
some  form  of  response  which  will  admit  of  your  ascer- 
taining, first,  whether  they  have  ability;  second,  if  they 
are  really  in  earnest. 

If  you  do  not  receive  a  reply  to  the  second  letter  it  is 
evident  she  wrote  you  the  first  out  of  idle  curiosity.  If 
she  does  reply,  saying  she  can  come  to  your  office  at  a 
certain  time,  inform  her  by  mail  the  hour  is  agreeable 
to  you.  Meet  her  and  give  her  a  close  insight  into  our 
business.  If  she  cannot  come  and  her  letter  is  satis- 
factory, write  her  fully  concerning  the  work  and  urge 
that  she  decide  at  once,  as  you  are  now  laying  your  plans 
for  the  coming  season  and  must  know  upon  whom  you 
are  to  depend. 

LECTURES.  —  In  addition  to  interesting  and  in- 
structing patients,  the  lectures  are  a  source  from  which 
we  may  secure  workers.  Endeavor  to  see  as  many  per- 
sons after  a  lecture  as  possible;  make  definite  appoint- 
ments to  meet  them  at  your  office.  Have  a  card  which 
states  the  day  and  hour  of  the  appointment;  give  it  to  the 
appointee  and  she  will  usually  keep  her  promise. 
When  interviewing  keep  in  mind  a  three-fold  object: 
First,  that  of  selling  the  remedy ;  second,  ascertaining 
the  names  of  friends  who  are  sick;  third,  whether  they 
are  sufficiently  able  and  interested  to  engage  for  the  work. 
The  first  essential  is  so  to  impress  them  that  they  will  pur- 
chase, and  they  may  afterwards  be  induced  to  engage  in 
the  work.  If,  however,  you  are  particularly  impressed 
with  some  as  being  good  material  for  the  lecture  field, 
although  somewhat  sensitive  and  diffident,  it  may  be 


"The 

world 

turns 

aside 

to  let 

any 

man 

pass 

who 

knows 

whither 

he 

is  going." 


wisdom  to  urge  them  to  take  up  that  work  at  once. 
Earnestness  and  a  somewhat  sensitive  feeling  are  abso- 
lutely necessary  in  the  work.  People  are  thoroughly  in 
love  with  the  work  from  the  lecture  standpoint.  Before 
they  can  reach  that  part  of  the  business,  however,  it  is, 
of  course,  very  necessary  for  them  to  imbibe  the  funda- 
mental principles.  By  proper  development  they  will  see 
that  in  order  to  be  successful  they  must  know  the  rudi- 
ments of  the  business,  and  will  be  ever  ready  and  willing 
to  take  the  proper  drill  and  training,  that  they  may  suc- 
ceed. Whenever  a  woman  shows  that  she  is  unwilling 
to  train  for  the  business,  it  may  be  due  to  one  of  two 
conditions:  First,  she  has  but  a  meager  conception  of 
the  magnitude  of  the  business;  she  looks  upon  it  merely 
as  "peddling,"  and  does  not  see  the  necessity  of  such 
preparation  ;  second,  she  may  have  the  idea  that  she 
knows  how  to  conduct  the  work  and  does  not  need  any 
teaching.  Such  a  woman  cannot  comprehend  the  vast- 
ness  of  the  business;  she  cannot  know  what  it  means  to 
make  women  better,  to  educate  them;  and  while  having 
such  an  inadequate  comprehension  she  will  never  be  able 
to  grasp  the  possibilities  of  the  work  ;  her  measure  is  far 
too  short. 

THOSE  WHO  ARE  CURED.  — One  of  the  most 
gratifying  results  of  the  curative  powers  of  Viavi  is  the 
fact  that  it  not  only  cures  physical  derangements,  but  it 
leads  a  woman  to  realize  how  many  are  suffering  around 
and  about  her,  and  gives  her  an  intense,  unselfish, 
whole-hearted  desire  to  see  others  cured.  She  is  willing 
to  sacrifice  some  of  her  time  and  energies  that  the  woman 
who  lives  near  and  with  whom  she  associates  may  become 
thoroughly  well.  In  many  cases  they  have  supreme 
contempt  for  anybody  who  earns  a  commission  in  such 


37 


11  True 

courage 

is 

the 

result 

of 

reasoning." 


work;  it  would  cause  them  to  cease  their  effort  altogether 
were  such  a  thing  as  remuneration  even  suggested,  simply 
because  they  desire  to  retain  the  lofty  ideal  of  their  con- 
ception of  the  Viavi  work.  It  is  well  to  encourage  such 
assistance.  It  is  by  such  assistance  that  the  remedy  has 
gained  its  national  reputation.  It  is  by  such  assistance 
that  it  has  entered  the  homes  of  thousands  of  women, 
bringing  joy  and  happiness  with  it. 

Of  course,  there  is  another  class,  who,  of  necessity, 
must  earn  something,  and  after  they  are  cured  enter  into 
the  work  either  part  or  all  of  their  time.  Many  noble- 
hearted  women  have  been  so  won  over  by  the  grandeur 
of  the  remedy  and  the  benefit  which  they  have  derived 
from  it,  that  they  have  arranged  their  households  under 
the  supervision  of  a  housekeeper  and  have  entered  the 
work  for  life.  If  persons  enlist  for  part  of  the  time,  we 
have  followed  the  custom  of  allowing  them  part  commis- 
sion, having  them  report  regularly,  even  though  they  do 
but  little  work.  The  report  system  builds  and  systema- 
tizes them  in  such  a  way  that  they  accomplish  greater 
results  in  the  little  time  they  devote  to  it  than  they  other- 
wise would. 


THOvSK  RECOMMENDED  BY  PATIENTS.— There 
is  another  class  of  patients  who  do  not  have  the  time  or 
desire  to  talk  with  those  who  they  know  are  suffering, 
but  are  willing  to  give  the  names  and  addresses  of  the 
sufferers.  These  should  be  interviewed  and  interested, 
not  only  as  patients,  but  finally  brought  in  as  creators 
and  builders.  A  systematic  plan  of  creating  business 
must  be  in  constant  operation.  No  day  should  pass  by 
without  ycur  having  added  to  the  list  of  "  People  to  be 
called  upon."  If  this  proposition  is  carefully  handled  one 


"Tliey 

enslave 

their 

children 

who 

make 

compromise 

with 

sin 

or 

with 

ignorance." 


to  three  persons  can  be  kept  busy  in  a  town  calling  upon 
people  who  have  been  thus  recommended.  The  one 
thing  necessary  in  creative  business,  no  matter  in  what 
direction,  is  constant  application.  The  advertisements 
should  not  be  put  in  spasmodically,  but  as  regularly  as 
the  day  comes.  Those  attending  the  lectures  should  be 
seen  regularly  and  punctually.  The  patients  should 
visit  the  office  or  be  visited,  and  encouraged  not  only  to 
continue  the  use  of  the  remedy,  but  to  interest  others  in 
it.  If  the  creative  work  is  large,  it  is  well  to  have  a  per- 
son in  the  office  whose  duty  it  is  to  call  upon  people 
whose  names  you  receive  from  patients  and  friends.  You 
can  pay  this  person  a  small  salary  or  commission,  that  her 
efforts  with  those  patients  whom  she  meets  may  be  of  a 
disinterested  nature,  so  far  as  pertains  to  any  personal 
gain. 

THOSE  SECURED  THROUGH  INQUIRY.  — The 
opportunity  should  never  be  lost  to  make  close  inquiry 
into  the  position,  condition  or  occupation  of  the  people 
who  pass  through  your  office,  or  whom  you  meet  acci- 
dentally. When  meeting  a  teacher  or  a  stenographer,  a 
domestic  or  a  dressmaker,  ascertain  as  near  as  possible 
what  she  is  doing,  her  success,  etc.  Persons  like  to 
feel  that  others  are  interested  in  their  success.  You  will 
frequently  find  that  the  teacher  has  labored  long,  is 
tired  and  desires  a  rest;  her  heart  is  not  in  her  work,  and 
if  shown  how  she  can  make  as  much  and  more  in  this 
business,  she  will  consider  it  favorably  and  will  engage. 
It  is  so  with  the  stenographer,  the  domestic  and  the  dress- 
maker. Each  one  is  in  her  present  position  either  by 
chance  or  force  of  circumstances,  and  if  given  an  oppor- 
tunity to  develop  may  prove  a  magnificent  helper  in  the 
cause. 


39 


"Tie 

best  work 

of 

the  republic 

is 

to  save 

the  children." 


Inquiries  should  not  be  made  idly.  A  celebrated 
Frenchman,  writing  of  the  American  people  recently, 
said  that  they  did  not  first  inquire  about  your  health, 
but  it  is,  "Good  morning,  how  is  business!*"  It  is  a 
national  trait  with  us  to  inquire  into  each  other's  busi- 
ness, because  we  realize  that  upon  the  success  of  busi- 
ness depends  the  welfare  of  each  and  every  one  of  us. 


CHAPTER  xn. 


EFLECTION, 


"Tie 

power 

of  purpose 

cannot 

be 

over-estimated; 

it 

takes 

hold 

of 

the  heart 

of  life; 

it 

spans 

our 

whole 

manhood." 


•plf  HERE  is  no  element  in  your  work  more  essential 
s^|  or  more  valuable  than  reflection.  You  can  well 
fc  afford  to  cease  active  labor  for  half  an  hour  each 
day,  to  look  back  and  question  your  effort  and 
note  its  course.  The  sea  captain  who  keeps  himself  so 
busy  coiling  ropes  and  washing  decks  that  he  cannot 
have  time  to  see  where  his  ship  is  going,  will  soon 
be  on  the  rocks.  Our  business,  with  its  wonderful 
elasticity  and  remarkable  recuperative  power,  will 
stand  almost  limitless  neglect  and  yet  come  to  the  front 
fairly  well.  But  that  is  not  the  sort  of  progress  with 
which  to  be  satisfied;  that  is  not  achieving  the  possibil- 
ities of  the  business.  A  half-hearted  success  which 
allows  the  patients  to  stop  just  before  the  cure  is  effected, 
the  applicants  to  slip  away  just  before  they  are  con- 
vinced, the  conviction  which  carries  all  before  it  to  fall 
just  before  it  strikes,  catching  only  a  few  of  the  stragglers, 
is  not  achieving  what  we  desire.  Feel  that  you  can  af- 
ford to  take  the  time  necessary  to  reflect,  to  consider 
and  to  direct.  It  is  a  far  better  plan  to  spend  five  min- 
utes in  reading  a  cross-road  signboard  and  learn  where 
you  are  going  than  it  is  to  run  down  the  first  road  you 


"A 

brave 
mind 
is 


impregnable." 


come  to  and  then  discover  that  you  have  made  a  mis- 
take. We  cannot  afford  useless  mistakes  in  life;  we  are 
all  getting  along;  the  years  are  slipping  away  in  spite  of 
us,  and  the  work  is  too  broad,  too  grand,  too  limitless  to 
admit  of  weeks  and  months  slipping  by  while  we  are 
doing  but  one-half  of  what  we  are  capable  of  accom- 
plishing, simply  for  the  lack  of  a  constant,  keen,  careful 
survey  of  the  ground  we  are  covering. 

Let  us  remember  that  it  is  not  the  circumstances  or 
conditions  surrounding  us  which  determine  our  success; 
that  we  determine  our  own  success.  Every  time  we 
allow  ourselves  to  be  lulled  to  sleep  on  a  business  propo- 
sition by  believing  "times  are  hard,"  "difficulties  are 
great,"  we  must  "  wait  until  this  or  that  transpires,  or 
this  or  that  woman  is  cured,"  we  are  losing  ground 
that  can  never  be  regained,  opportunities  that  are  for- 
ever lost.  Success  has  been  achieved  under  all  con- 
ditions, and  the  greatest  successes,  as  a  rule,  are  won 
under  the  greatest  difficulties.  The  time  has  been  un- 
known in  business  history  when  the  weak-kneed  have 
not  complained  of  "hard  times"  and  assigned  their 
non-success  to  that  cause. 

It  is  as  senseless  for  leaders  who  have  failed  properly 
to  develop  their  people  to  say  they  "cannot  conscien- 
tiously hire,"  as  it  would  be  for  mothers  to  say  they 
"cannot  conscientiously  bear  children"  because  some 
children  badly  trained  and  poorly  developed  have  be- 
come failures  in  life;  or  for  railroad  corporations  to  say 
that  "as  some  engines  have  been  derailed  and  people 
killed,"  they  "cannot  conscientiously  start  out  any- 
more trains."  As  well  might  the  child  learning  to  walk, 
and,  falling  the  first  time,  steadily  refuse  ever  to  make 


42 

another  attempt.  Success  consists  not  in  never  falling, 
but  in  getting  up  every  time  you  do  fall.  Success  is 
possible  for  every  one  who  will  work  for  it. 

GRANDEUR  OF  OUR  WORK.— There  is  no  power 
greater  than  that  which  comes  from  the  consciousness  of 
doing  good.  After  experiencing  the  pleasures  of  life, 
we  are  invariably  brought  back  to  the  realization  that  the 
greatest  pleasure  is  that  of  doing  a  kind  act.  This  desire  to 
do  good  particularly  predominates  in  women,  and  proba- 
bly no  cause  more  strongly  admits  of  the  exercise  of  this 
quality  than  that  of  Viavi.  Therefore,  in  talking  with 
people  concerning  the  work,  impress  upon  them  the  fact 
that  there  is  no  grander,  no  more  noble  object  in  life  than 
relieving  the  suffering,  or  assuring  the  production  of 
"Dare  healthy,  vigorous  children.  Napoleon  said :  "  Give  me 

^°  a  child  until  it  is  seven  and  I  will  rule  the  destiny  of  the 

world."     We  can  do  even  more;  we  can  determine  the 
something 
worthv  "  character  of  the  child  before  it  is  born  by  making  the 

mother  a  strong  and  robust  woman.  We  can  make  homes 
which  are  shut  in  by  gloom  and  despair  bright  havens  of 
rest.  No  woman  can  suffer  and  be  happy  and  contented. 
No  home  can  be  made  what  it  should  be  unless  it  has  a 
healthy,  laughing  mother.  The  cross,  peevish,  worn-out 
condition  will  destroy  the  best  disposition  and  will  im- 
press the  child.  No  person  who  has  ever  given  thought 
to  the  future  of  the  race,  to  the  happiness  and  the  well- 
being  of  the  nation  as  a  whole,  ever  failed  to  realize  that 
the  first  requisite  is  health,  that  all  the  sacrifices  which 
can  be  made  are  to  be  regarded  as  nothing  if  health  can 
be  secured.  In  order  for  us  to  effect  this  condition  in  the 
lives  of  women,  it  follows  as  day  the  night  that  this  busi- 
ness must  become  a  national  proposition.  No  business 
can  exist  and  perform  these  remarkable  cures  without  that 


43 


"He 

that 

brings 

sunshine 

into 

the 

lives 

of 

others 

cannot 

keep 

it 

from 

himself." 


being  the  ultimate  outcome.  To-day  the  business  has  a 
growth  which  must  be  regarded  as  three-fourths  of  the 
result  of  what  the  remedy  has  done  for  itself.  The  man 
or  men  do  not  breathe  who  have  been  able  to  build  a 
business  of  this  magnitude  simply  as  a  result  of  their 
business  energy  and  their  capital. 

Have  your  workers,  therefore,  start  out  with  a  high 
ideal  of  the  work;  have  them  feel  its  nobility;  the  power 
they  are  capable  of  wielding.  Make  them  realize  that 
every  time  they  sell  a  treatment,  they  not  only  help 
themselves,  but  they  determine  an  influence  which  is  far- 
reaching,  unending,  limitless.  Make  them  understand 
there  is  no  limit  to  their  opportunities.  Let  them  throw 
into  the  work  their  heart  and  soul,  as  we  find  in  those 
who  have  devoted  their  lives  disinterestedly  to  a  noble 
cause.  Some  of  our  noble  workers  have  said,  "  I  believe 
this  is  a  mission  in  which  I  am  called  upon  to  do  my 
part."  Surely  if  a  way  is  pointed  out  for  us  to  accomplish 
a  grand  purpose  in  life  and  we  do  not  grasp  it,  the  re- 
sponsibility must  rest  with  ourselves. 

Let  us  compare  our  work  with  other  causes — the 
Salvation  Army.  When  people  enlist  in  that  army  it  is 
for  life.  The  captain  receives  seven  dollars  a  week,  the 
lieutenant  five  dollars,  out  of  which  they  must  feed  and 
clothe  themselves.  Now  their  mission  is  to  reform  the 
evil  present  in  the  world  and  to  bring  into  homes  greater 
happiness  and  contentment.  Ours  is  to  remove  the 
cause  of  the  evil  and  thus  insure  joy  and  bliss  for  all 
time.  Is  not  ours  at  least  as  great  and  grand  a  work  j> 
Why  should  our  allegiance  to  it  be  shorter  than  theirs? 
Why  should  we  not  give  it  the  same  effort,  the  same 
eternal  faith,  the  same  unswerving  adherence  ?  When 
a  woman  joins  the  Salvation  Army  she  is  taught  the 


44 


"We 

never 

accomplish 

more 

than 

we 

expect 

of 

ourselves." 


greatness  of  her  calling,  the  good  she  can  do;  and  in  turn 
she  imparts  this  teaching  to  others.  The  sacrifices  she 
makes  are  ten-fold  greater  than  those  we  ever  make.  We 
can  all  of  us  make  a  good  living;  they  make  far  from 
that.  We  gain  the  confidence,  the  association  and  the 
support  of  the  greatest  and  the  best  people  in  the  land; 
they  have  the  support  and  confidence  of  the  best,  but 
their  association,  on  the  contrary,  is  with  the  worst.  For 
a  time  they  were  persecuted;  laws  were  enacted  to  pre- 
vent their  working,  and  even  to-day  they  are  frequently 
insulted  as  they  pass  down  the  street.  Ought  we  not  to 
take  a  lesson  from  their  resolution  and  fortitude  ? 


45 


PART  II. 

CHAPTER  i. 


EETING  THE  APPLICANTS, 


"Hasten 

slowly; 

precipitancy 

seldom 

attains 

its 

object." 


1 AVING  arranged  your  apartments  with  the  view 
of  making  the  best  possible  impression,  the  next 
matter  of  vital  importance  is  the  character  and 
arrangement  of  the  data  which  you  are  to  present. 
You  will  need  a  plate  book,  comparative  testimonials  and 
two  sets  of  reports,  one  showing  moderate  work,  the 
other  the  results  of  more  able  effort.  There  will  be  two 
classes  of  applicants :  Those  who  will  be  satisfied  with  a 
moderate  living,  and  those  who  are  ambitious,  resolute, 
determined  to  climb.  If  you  were  to  show  one  who  is 
satisfied  with  a  living,  a  leader's  reports,  they  would 
seem  so  large  in  proportion  to  her  ideas,  that  she  would 
deem  them  impossible  ;  she  would  doubt  the  truth  of 
the  reports,  and  of  all  your  other  representations.  With 
the  more  ambitious,  if  they  saw  but  small  reports  they 
would  immediately  conclude  that  there  was  no  future  in 
the  work  and  that  our  business  did  not  offer  opportu- 
nities sufficiently  broad  to  satisfy  them. 

Upon  each  applicant's  letter,  mark  the  hour  at  which 
you  are  to  receive  her.     These  are  placed,  as  you  remem- 


"No 

money 

or 

luck 

will  place 

the 

lazy 

man 

on 

the 

level 

of 

his 

industrious 

neighbor." 


ber,  on  the  right  hand  side  of  your  desk.  Before  the 
interview,  read  the  letter  again,  that  you  may  have  a 
more  complete  knowledge  of  the  person  whom  you  are 
about  to  meet. 

Meet  the  applicant  with  a  business  cordiality.  Seat 
her  in  a  position  where  you  can  see  her  face  well,  and 
where  she  can  see  yours,  generally  to  the  left  of  the  desk, 
and  begin  by 

First — Asking  her  name  (always  address  her  cour- 
teously by  name). 

Second  —  Her  residence  and  has  she  worked? 

Third  —  Her  experiences? 

Fourth  —  Her  recommendations  ? 

Fifth  —  What  salary  has  she  earned? 

Sixth  —  Is  she  engaged  at  present  ? 

Seventh  —  If  not  now,  how  long  has  she  been  out  of 
employment  ? 

Eighth  —  Is  she  able  to  begin  preparations  for  the 
work  immediately  ? 

If  suitable  for  the  position,  the  work  and  its  duties, 
advantages  and  remuneration  may  be  explained  as  fol- 
lows: 

(Note. — All  portions  quoted  are  to  be  memorized.} 

i.     "My  object  in  meeting  you,  Mrs. ,  is  this: 

The  firm  I  represent  are  the  manufacturers  of  Viavi. 
Do  you  know  anything  about  Viavi?  "  If  she  does,  as- 
certain what  she  knows  about  it.  If  not,  explain  it  to 
her  as  follows:  "Their  preparations  are  sold  by  ladies. 
The  business  is  controlled  by  branches  established  in 
this  and  in  foreign  countries.  We  have  executive  offices 
in  almost  every  state.  These  executives  are  assisted 
throughout  each  state  by  branches,  county  managers, 


47 


"A 

cultivated 

woman 

can 

afford 

to  be 

ignorant 

of 

a 

great 

many 

things, 

but 

she 

must 

never 

stop 

growing." 


travelers,  lecturers  and  local  representatives.  In  fact,  a 
vast  army  of  people  is  employed  and  operated  under  a  most 
magnificent  system  in  their  respective  departments. 
That  our  representatives  may  be  most  successful,  we  ex- 
ercise care  in  selecting  women  of  character,  tact  and 
earnestness,  and  those  willing  to  learn.  We  teach  them 
the  business,  beginning  with  the  first  principles,  thus 
qualifying  them  for  the  various  positions  they  are  best 
fitted  to  occupy.  In  the  event  we  should  engage  you,  it 
would  be  necessary  for  you  to  take  training  with  us. 

2.  "  Let  me  give  you  an  outline  of  the  remedy  and 
the  methods  by  which  we  instruct  our  representatives. 
Each  one  possesses  a  set  of  these  plates,  which  illustrate 
how  these  diseases  are  caused  and  how  they  are  cured  by 
Viavi.     We  would  teach  you,  first,  the  work  of  the  local 
representative.     The  explanation  of  the   cause  of  these 
diseases  and   their  cure   by  Viavi   is  as  follows:     'The 
blood  leaves  the  left  side  of  the  heart,  etc.'  "     (Give  the 
entire  description  earnestly.) 

3.  "  In  addition  to  the  preliminary  training  of  our 
co-workers,  we  follow  their  efforts  by  a  system  of  reports, 
such   as  these."     (Show   the   reports   with  interest  and 
earnestness.)     "We  endeavor  to  help  them  discover  their 
points  of  weakness,  and  teach  them  in  a  practical  way 
how  to  overcome  them.     This  is  a  report  of  Mrs.  — 
(give  a  brief  biographical  sketch  of  Mrs.  —     — ,  to  im- 
press upon  the  applicant  how  one  with  no  more  expe- 
rience than  she  can  be  trained  to  succeed).     "This  col- 
umn shows  the  name  of  the  lady  called  upon;  here  the 
address;  here  the  number  of  minutes  spent,  and  here  she 
records  the  former  and  present  sales;  or,  if  no  sales,  she 
states  the  reasons  why  in  the  last  column.     It  is  from 
this  column   that   the   correspondent   at   the   executive 


48 

office  discovers  where  a  worker  lacks  experience  and  is 
able  to  make  valuable  and  helpful  suggestions." 

4.  "Viavi    is  compounded   in   several   forms,   the 
Capsules    for    local    use  and    the    Cerate    for    external 
application,     completing     the     treatment     for     xiterine 
troubles.     A  three  months'  course  retails  for  fifteen  dol- 
lars, and   a   one   month's  course   for  six  dollars.     The 
Viavi   Capsules  and  Cerate   are   packed  separately   for 
people  who  may  need  to  use  more  of  one  than  they  do 
of  the  other;  the  Liquid  Viavi  and  Cerate,  used  for  catarrh 
of  the  head  and  throat,  retails  for  six  dollars;  the  Tab- 
lettes  and  Cerate  are  for  stomach  troubles,  the  price  being 
as  for  Capsules  and  Cerate;  Suppositories,  our  Pile  remedy, 

retail  for  three  dollars  for  a  monht's  treatment,  or  eight 
man 
•-  dollars   for   three   months.     Nearly  all    of  our   patients 

great  purchase  a  three   months'   treatment  at  the  beginning. 

by  Now  and  then  there  is  a  patient  who  is  compelled  finan- 

chance  cially  to  purchase  it  by  the  month,  although  it  really 

costs  more.  Unless  persons  are  willing  to  continue  it 

days."  faithfully,  we  do  not  sell  one  month's  treatments,  and 

our  instructions  are  to  sell  them  only  in  cases  where 
patients  absolutely  cannot  afford  to  buy  a  three  months' 

course.  Our  representatives  receive  per  cent. 

commission." 

5.  Returning  to  the  reports,    continue  as  follows: 
"This  day  you  will  notice  Mrs. sold  treat- 
ments;  the   next  day  she  made  no  sales,  but  obtained 
several  promises  to  take  later;  the  next  day  she  is  more 

successful,  making  sales;  the  next  day  no  results, 

but  she  planted  the  good  seed  for  future  sales.     Of  course 
you  understand  there  are  some  days  when   a  represen- 
tative  will  not  make  sales;   she   calls   upon   ladies  and 
interests  them  in   the  remedy.     The  sale  is  made  at  a 


49 


"The 

shortest 

way 

to  do 

many 

things 

is 

to  do 

only 

one 

thing 

at 

a 

time." 


later  interview.  Here  is  a  condensed  report  or  sum- 
mary for  the  week. —  (point)  Monday,  Tuesday,  Wed- 
nesday, Thursday,  Friday  and  Saturday.  Here  are  the 
number  of  hours  worked;  here  (point)  the  number  of 
people  called  upon;  and  here  the  sales  made  for  the 

week, which  you  notice  will  amount  to dollars.     She 

receives  per  cent,  of  that,  or dollars.     Some  of 

our  co-workers  do  very  well  at  the  beginning,  while 
others  advance  more  slowly.  We  do  not  expect  much 
at  the  start,  preferring  to  have  our  workers  begin  slowly 
and  gain  a  foothold.  It  takes  time  to  learn  a  business 
and  master  its  details." 

6.  "If  you  will  take  this  paper  and  pencil  we  will 
calculate  what  a  worker  makes;  then  we  can  strike  an 
average  and  ascertain  the  sum  she  averages  a  day." 
Hand  the  applicant  paper  and  pencil  and  allow  her  to 
put  down  the  number  of  days  reported  and  the  total 
sales.  To  facilitate  matters  and  to  save  time,  previously 
calculate  the  total  sales  and  write  them  plainly  at  the 
bottom  of  each  report.  Call  them  off  as  you  pass  along, 
that  she  may  write  them  down.  Have  the  applicant 
make  two  headings,  thus: 

NUMBER  OF  DAYS  WORKED.  TOTAL  VALUE  OF  SALES. 
Go  through  half  a  dozen  sets  of  reports,  each  set  arranged 
consecutively  and  containing  all  the  reports  from  two  to 
six  weeks  each.  Show  them  with  intense  earnestness 
and  directness.  Be  familiar  with  the  person  whose  re- 
ports you  are  showing,  so  that  you  can  relate  as  many  of 
the  circumstances  surrounding  each  one's  success  as 
possible.  Many  people  who  have  made  a  splendid 
record  doubted  whether  they  could  succeed  at  the  begin- 
ning, and  it  is  necessary  for  the  applicant  to  become 
familiar  with  the  histories  of  the  ladies  whose  reports 


"Let 

not 

the 

freedom 

of 

inquiry 

be 

shackled.'' 


she  is  examining,  that  she  may  realize  these  are  not 
special  reports  and  that  the  ladies  who  made  them  are 
not  particularly  gifted.  While  reviewing  the  reports, 
make  use  of  this  opportunity  to  relate  the  former  occu- 
pation and  the  limited  experience  of  the  person  whose 
reports  you  are  discussing,  thus  making  them  less  tedious 
and  giving  them  a  living  personality.  Have  the  appli- 
cant add  up  the  number  of  days  that  have  been  worked 
and  the  total  value  of  sales  made;  divide  the  amount  of 
sales  by  the  number  of  days,  and  this  will  give  the 
average  amouut  of  sales  per  day.  Multiply  this  by  - 
per  cent.  (. — ),  marking  off  the  decimal  point,  and  the 
answer  will  be  the  average  profit  per  day. 

Always  have  this  work  done  by  the  applicant  her- 
self; if  you  wish  you  may  help  her  in  the  addition.  A 
person  making  the  figures  obtains  an  impression  which 
she  cannot  receive  if  she  takes  the  calculations  of  some 
one  else.  We  consider  it  imperative  that  this  compu- 
tation be  made  by  the  applicant.  At  the  close  of  one 
set  of  reports  reach  for  another.  Pause  before  referring 
to  them  and  say : 

7.  "One  strong  feature  of  this  business  over  the 
average  commercial  line  is  this:  that  every  treatment 
sold  helps  to  sell  another.  A  lady  benefited  always  helps 
the  sale  of  the  remedy  by  praising  it  to  her  friends  and 
by  referring  the  worker  to  them;  thus  our  workers  are 
able  to  work  from  one  friend  or  acquaintance  to  another, 
often  by  a  card  of  introduction,  which  is  far  easier  and 
more  agreeable  and  successful  than  soliciting  from  door 
to  door  as  agents  do.  Again,  the  business  is  so  extensive 
that  you  will  often  find  people  who  know  of  the  remedy, 
and  the  good  it  has  done  to  some  friend  in  a  distant 
town;  and  that  is  always  a  great  aid  in  selling." 


CHAPTER  n. 


EPORTS, 


"The 

greatest 

man 

is 

one 

who 

uses 

his 

biains 

the 

most." 


AKE  this  part  of  your  work  a  masterpiece.  Look 
carefully  at  each  detail  of  it.  Make  it  very  ef- 
fective and  interesting.  It  is  this  feature  that 
will  induce  the  applicant  to  enter  the  work,  in 
spite  of  all  obstacles  and  hardships  which  her  friends  or 
advisers  may  interpose.  It  is  by  these  that  we  expect  all 
the  doubt,  uncertainty  and  skepticism  to  be  overcome 
and  swept  away.  You  have  not  simply  made  statements; 
you  have  sunk  heavy  anchors  of  conviction  in  her  mind 
which  nothing  can  tear  out.  She  feels,  she  believes,  she 
knows  that  the  workers  in  this  business  make  money  and 
that  she  can  do  the  same.  The  fact  that  she  knows  money 
is  to  be  made  and  that  it  requires  only  her  resolution  and 
application  to  succeed,  gives  her  an  incentive  to  enter  the 
work.  She  is  a  person  who  desires  success.  It  may  be 
that  she  is  in  immediate  need  of  money;  she  has  perhaps 
looked  long  for  employment,  and  been  unable  to  find  it. 
Now  she  sees  an  opportunity  for  making  money,  and  it 
does  not  impress  her  merely  as  a  possibility,  but  as  an 
absolute  fact  of  which  she  has  been  convinced,  because 
she  has  seen  the  reports  and  computed  the  figures  her- 
self. Other  women  no  more  talented  have  succeeded; 


52 

why  can  she  not  do  equally  as  well  ?    She  can  and  will. 
Her  mind  is  made  up. 

You  see,  therefore,  the  importance  of  reports.  Hir- 
ing without  a  good  set  of  reports  is  like  a  gun-boat  going 
to  war  without  guns.  She  may  show  her  port-holes  and 
say  they  are  intended  to  hold  guns,  bvit  -  -  ! 

Have  you  ever  stopped  to  reason  the  condition  of  a 
woman's  mind  after  she  has  carefully  analyzed  the  re- 
ports on  the  one  hand,  and  after  she  has  been  talked  to 
without  reports  on  the  other?     Have  you  ever  stopped  to 
ponder  the  amount  of  doubt,  hesitancy  and  lack  of  con- 
viction which  exists  in  the  mind  of  a  person  who  has  not 
"Impossibilities  seen  the  reports?    A  good  general  always  gives  his  enemy 
like  credit  not  only  for  his  full  strength  but  some  additional, 

Vicious  anfj  pians  kis  attack  so  that  he  can  overcome  great  odds 

«  if  necessary.     Now,  that  is  what  we  intend  to  do  with 

before  *Qe  rePorts.     This  portion  of  the  description  is  one  of 

him  the  most   forcible  parts  of  your  entire  work  —  it  deter- 

who  mines  the  size  of  yonr  income. 

is  not 

-     .  ,  Returning  to  the  reports,  say: 

of                                        i.     "This  lady,   like  the  former,    had  no  previous 
them."                      business  experience.     This  day  she  made  sales  amount- 
ing to dollars,  her  profits  being dollars;  this  day 

the  total  sales  were dollars. "     So  on  for  half  a  dozen 

sets  of  reports.  At  the  end  of  each  set,  reach  for 
another. 

2.     "Another  reason  why  we  do  not  expect  a  great 

deal  at  the  start,  Mrs. ,  is  this:     No  worker,  though 

she  may  have  absolute  confidence  in  the  House  and  in 
the  testimonials,  has  the  same  force  at  the  beginning 
that  she  will  have  when  she  feels  the  overwhelming  con- 
viction of  Viavi's  almost  supreme  power  carrying  every- 
thing before  it  that  will  come  to  her  by  personal  contact 


53 


"To 

know 

strength 

is 

the 

secret 

of 

power." 


with  those  she  has  seen  cured.  She  must  see  for  herself 
what  the  remedy  will  do.  She  must  know  it;  it  must  be 
an  immovable  conviction.  Nothing  that  I  can  say, 

Mrs. ,  will  do  the  remedy  justice.     You  will  not 

realize  this  until  you  meet  ladies,  given  up  by  the  best 
physicians,  who  really  had  no  hope  of  ever  being  well, 
becoming  strong  and  robust  women.  This  lady,  Mrs. 
,"  (here  relate  the  circumstance,  how  she  ad- 
vanced, surrounding  the  case  with  facts  until  it  takes  on 
life  and  becomes  a  living  reality;  then  say:)  "  In  addi- 
tion our  work  receives  large  numbers  from  people  who 
have  been  cured  'themselves.  Thus  the  remedy,  of  its 
own  momentum,  greatly  assists  in  building  up  business. 

"You  will  get  not  only  the  benefit  of  your  own 
labor,  but  the  influence  of  the  remedy,  which  in  itself 
exceeds  what  you  are  able  to  do  individually.  As  a  re- 
sult your  income  is  augmented.  For  this  reason  our 
workers  make  more  than  they  would  in  any  commercial 

business.     This  day  you  will  notice  she  sold dollars, 

her  profits  being dollars." 

NOT  A  QUESTION  OF  "SPECIAL  ABILITY. "- 
Such  a  sentence  as,  "This  lady  never  had  any  special 
experience,"  should  be  made  very  emphptic;  make  this 
point  very  strong;  viz.,  that  the  worker  is  taught  all  she 
needs  to  know  in  the  business;  that  she  does  not  require 
a  medical  education,  or  to  be  a  person  of  genius  or  pos- 
sess exceptional  ability.  It  is  necessary  only  to  be  per- 
sistent, to  labor  earnestly  to  succeed.  The  great  tendency 
on  her  part  will  be  to  feel  that  while  these  reports  are 
true,  they  are  the  work  of  people  who  are  adapted  to  the 
business,  who  possess  greater  ability  than  she.  The 
most  successful  people  in  our  business  to-day  are  those 
who  had  grave  doubts  as  to  their  own  ability  —  who  did 


54 


"The 

great 

obstacle 

to 

success 

is 

prejudice." 


not  "  know  it  all."  Four  out  of  every  five  women  who 
enter  the  business  and  have  been  engaged  in  business 
before,  have  to  be  untaught  as  well  as  learn  our  busi- 
ness. The  applicant  must  be  made  to  realize  that  it  is 
possible  for  her  to  succeed,  that  she  can  do  it,  that  it 
does  not  require  special  adaptability  or  fitness.  Impress 
upon  her  that  the  description  is  analyzed  line  by  line, 
that  each  point  is  taught  thoroughly.  You  undoubtedly 
remember  that  when  you  first  investigated  the  business 
you  thought  it  very  intricate,  and  possibly  doubted  if 
you  could  learn  it;  but  you  soon  overcame  the  doubt  — 
it  faded  away  when  you  entered  the  work.  Do  not  for- 
get that  this  impression  is  in  the  minds  of  other  people, 
and  that  in  proportion  as  we  anticipate  these  existing 
doubts  and  "breakers,"  shall  we  be  able  to  overcome 
them.  You  are  not  going  to  be  successful  because  you 
can  recite  the  Manager's  Description  well,  but  because 
you  appreciate  the  questions  and  doubts  that  are  in  the 
applicant's  mind  and  overcome  them  before  they  are 
mentioned.  If  you  will  recall  your  first  impressions 
you  will  know  what  the  applicant's  are.  Tell  her  how 
you  felt;  she  will  know  that  she  feels  just  as  you  did, 
and  will  gradually  banish  from  her  mind  all  doubt  and 
hesitancy. 


55 


CHAPTER  in. 


ESTIMONIALS. 

SAMPLES,  OBJECTIONS, 


"  Genius 

darts, 

flutters 

and 

tires; 

but 

Perseverance 

wears 

and 

wins." 


ERE,  Mrs. ,  are  expressions  from  ladies  who 

have  used  the  remedy . ' '     Select  your  testimonials 
and  read  them  with  feeling,  force  and  conviction. 

i.  If  it  is  possible,  select  those  bearing  upon  the  dis- 
eases of  which  the  applicant  may  have  some  knowledge 
or  with  which  she  may  be  suffering;  make  them  sink  be- 
low the  surface.  Spend  at  least  fifteen  minutes  discus- 
sing them.  Surround  the  testimonials  with  the  history 
of  the  case  and  with  the  details  of  the  patient's  life,  until 
she  stands  forth  as  a  living  being  who  suffered  and  was 
cured.  Testimonials  which  become  a  bore  and  lack 
power  to  interest,  are  so  because  the  proper  feeling  on 
the  part  of  the  hirer  is  absent. 

Objection  :  —  I  do  not  think  I  can  make  a  success  of 
it,  the  applicant  may  say. 

"  Perhaps  not  now,  Mrs.  —  — ;  you  are  not  trained; 
but  you  see  what  others  have  done,  and  we  are  giving 
you  the  credit  of  being  able  to  do  as  much  as  they. 
They  were  by  no  means  geniuses,  only  ordinary  mortals. 
As  we  have  told  you,  we  will  give  you  a  thorough  train- 
ing before  you  start  out.  While  you  may  not  do  bril- 


"  Often 

a 

woman's 

views 

of 

life 

must 

undergo 

painful 

changes 

before 

she 


find 

her 

place 

in 

the 

world." 


liantly  at  the  beginning,  our  experience  is  that  where  a 
woman  is  in  earnest  and  willing  to  work,  she  can  at  least 
make  an  average  success.  Eminent  specialists  estimate 
that  probably  not  one  woman  in  fifty  is  free  from  some 
form  of  uterine  diseases,  and  the  fact  that  Viavi  is  all 
that  is  claimed  for  it,  and  more,  and  to-day  bears  such  a 
universal  reputation,  shows  the  possibility  of  making 
money.  Think  of  the  future  before  you  if  you  can  con- 
vince four-fifths  of  the  women  you  meet !  These  ladies 
felt  as  you  do  now,  that  they  could  not  make  a  success 
of  the  business.  Some  of  our  best  people  who  now  hold 
the  highest  positions,  were  women  who  doubted  if  they 
could  make  a  success  of  it. 

2.  "  On  coming  into  the  business  it  is  necessary  to 
have  a  supply  of  stock  on  hand.  I  suppose  you  would 
have  no  difficulty  in  securing  the  House  for  any  goods  or 
moneys  they  might  entrust  to  you.  Our  representatives 
generally  carry  samples  consisting  of: 

2  3  mo.  Courses  of  Capsules   and   Cerate,  selling 
for $ 

i   i  mo.  Course  Capsules  and  Cerate 

i   i  mo.  Treatment    of  Suppositories    and 

Cerate   

i   i  mo.  Treatment  of  Tablettes  and  Cerate 

i   i  mo.  Bottle  Viavi  Liquid  and  Cerate 

Making  a  total  selling  price  of. $ 

And  costing  you  at — per  cent,  discount,  in- 
cluding the  plate  book,  which  is  leased, 
and  VIAVI  HYGIENE $ 

Leaving  a  margin  of  profit  on  your  first  out- 
fit  of. $ 

(Put  on  paper  the  totals  of  the  last  column,  showing 
the  addition  and  profitsj 


57 


"  Women, 

as 

a 

rule, 

do  not 

sufficiently 

value 

time." 


"  With  an  average  success  this  will  last  you  hut  a 
short  time.  You  really  should  have  more,  as  it  may 
necessitate  your  losing  time  waiting  for  new  supplies. 
Still,  if  you  think  best  you  can  start  with  this  amount." 

Objection  :  — There  are  so  many  remedies. 

3.  "Yes,  that  is  true,  Mrs.  -  — ,  but  it  is  the 
merits  of  our  remedy  that  have  made  the  business  what 
it  is.  You  know  people  are  not  willing  to  experiment 
with  an  unknown  and  untried  remedy.  Then,  too,  much 
depends  upon  yourself — not  your  special  fitness,  but 
earnest,  hard  work  and  willingness.  If  you  are  faithful 
and  persevering,  you  will  not  only  do  well  but  you  will 
be  promoted  as  you  become  competent  and  demonstrate 
your  ability  to  the  House."  If  the  applicant  is  doubtful, 
show  her  h,ow  only  two  sales  per  week  will  more  than 
pay  expenses,  and  compare  that  number  of  sales  with 
reports,  some  of  which  show  that  result  each  day. 

Objection:  —  Have  not  the  money  to  purchase  an 
outfit. 

"  It  does  not  require  much  capital.  Surely  there  is 
some  friend  sufficiently  interested  in  you  to  be  willing  to 
lend  you  this  amount  in  order  to  give  you  a  chance  to 
engage  in  a  business  in  which  you  can  grow  and  become 
a  part  of  it.  You  see  it  is  to  your  advantage  to  try  your 
utmost  to  secure  it."  If  at  the  second  interview  she  has 
failed  to  secure  the  necessary  capital,  say:  "Since  you 
cannot  secure  the  ready  cash  and  to  avoid  losing  any 
time,  we  will  allow  you  to  leave  some  collateral  security 
if  you  so  desire;  in  that  way  we  can  draw  up  the  con- 
tracts and  begin  training  immediately,  with  the  under- 
standing that  just  as  soon  as  the  samples  are  sold  you 
will  return  the  money  to  us  and  redeem  your  security." 

Objection  :  —  Why  can't  I  take  one  box  at  a  time? 


"Nature 

is 

a 

careful 

economist 

who 

permits 

only 

those 

faculties 

to 

develop 

which 

are 

used." 


"That,  Mrs. ,  would   be  an   injustice  to  our 

patients,  who  would  have  to  pay  full  price  for  every 
treatment.  Besides,  we  expect  to  spend  a  great  deal  of 
time  training  you.  It  would  hardly  compensate  us  to 
train  you  unless  you  are  going  to  take  up  the  work  in  a 
business-like  manner,  and  with  a  determination  to  suc- 
ceed. Every  business  has  its  obstacles,  and  it  will  be  a 
splendid  experience  for  you  to  overcome  these  obstacles 
in  purchasing  the  outfit.  Many  have  been  able  to  dis- 
pose of  the  first  lot  of  samples  before  they  were  through 
training,  and  if  we  can  assist  you  to  do  so,  we  shall  only 
be  glad  of  the  opportunity." 

4.  "After    you  have    had    some    experience    you 
would   be  advanced,   and  if  you  are   fitted  for  it,  the 
House  would  probably  give  you  an  opening  as  traveling 
Manager,  and  later  on  you  might  assume  the  manage- 
ment of  a  permanent  office  with  the  control  of  the  sur- 
rounding territory,  in  which  position  you  would  train, 
hire  and  drill  your  workers  and  generally  manage  the 
office   work   and  would   build  about  you  a   permanent 
business." 

Objection  :  — Do  not  like  soliciting. 

"Our  business  is  conducted  differently  from  the 
agency  businesses.  Our  associates  work  from  one  friend 
to  another.  In  calling  upon  a  lady  you  know  she  is  suf- 
fering from  these  diseases  and  naturally  she  is  more  than 
glad  to  have  you  explain  and  tell  her  of  a  remedy  which 
has  benefited  so  many  thousands,  and  certainly  will 
benefit  her  as  well.  Your  work  will  be  such  as  to  throw 
you  in  contact  with  many  prominent  ladies." 

5.  "The  possibilities,  Mrs.  -      — ,  are  almost  un- 
limited.    There  is  probably  not  one  woman  in  fifty  who 
does   not  suffer   from  these  diseases  —  indeed,  they  are 


59 


"Health 

is 

the 

vital 

principle 

of 

bliss." 


universal.  This  part  of  the  system  is  the  most  delicate 
and  sensitive,  and  from  inherited  weakness  and  many 
other  causes,  it  needs  feeding  and  strengthening  just  as 
any  other  part  of  the  body.  What  bread  and  meat  are 
to  the  stomach,  this  remedy  is  to  the  uterine  organs. 
Another  point:  There  is  no  line  of  business,  no  calling 
wherein  one  can  do  more  good.  It  is  a  work  in  which 
you  have  the  strongest  support  of  the  best  classes  and 
the  clergy.  The  generations  to  come  will  be  formed  and 
determined  by  the  mothers  and  daughters  of  to-day.  I 
know  you  will  agree  with  me  that  in  no  way  can  women 
so  well  and  thoroughly  help  themselves  and  confer  last- 
ing benefits  on  their  children  and  on  the  race  than  by 
being  thoroughly  strong  and  healthy.  Many  of  the 
failures  and  much  of  the  disappointments  of  life  might 
be  avoided  if  mothers  were  better  informed  on  the  care 
of  themselves,  and  how  to  educate  their  daughters." 

Objection: — Mrs. had  agency  once  and  did  not 

make  a  success  of  it.  , 

"  There  is  no  line  of  business  in  which  everybody 
makes  a  success.  There  are  failures  every  day  and  in 
every  line  of  business.  People  succeed  in  proportion  to 
their  qualifications  and  application,  and  those  who  are 
not  willing  to  earn  success  cannot  reasonably  expect  it. 
We  give  you  credit  for  being  able  to  do  what  these 
people  whose  reports  we  have  shown  you,  have  done; 
they  never  had  a  day's  experience  in  a  work  of  this 
kind  before,  but  by  the  preparation  which  we  are  able 
to  give,  and  by  the  earnestness  and  energy  which  they 
have  thrown  into  their  work,  they  have  succeeded. 

6.  "I  almost  forgot  one  important  point  of  our 
business,  namely,  the  advertising.  Our  House  does  not 
advertise  as  others  do,  for  the  reason  that  this  is  not  a 


6o 


"Truth, 

like 

gold, 

shines 

brighter 

by 

collision.'' 


patent  medicine,  and  also  because  they  aim  to  keep  it 
upon  a  high  plane.  That  mothers  and  daughter?  may  be 
educated  the  House  publishes  this  little  book  -which  our 
representatives  leave  wherever  they  call.  This  forms  a 
strong  basis  of  introduction,  and  if  the  lady  does  not 
buy  at  the  first  interview  she  does  later. 

7.  "  You  will  require  time  to  think,  and  digest  this 
proposition.  I  would  not  like  to  have  you  decide  to-day. 
We  do  not  wish  you  to  make  up  your  mind  immediately 
and  without  thought  vm less  you  have  perfect  confidence, 
because  when  you  come  into  the  work,  we  want  you  to 
be  determined  to  succeed.  You  may  read  that  booklet 
in  the  meantime;  and  here  are  some  testimonials.  Here 
you  will  notice  a  bulletin,  which  shows  what  some  of 
our  workers  are  doing."  (Fold  and  hand  both,  saying :) 
"  You  will  consider  the  matter  carefully,  because  this 
is  a  work  for  all  time,  and  should  you  enter  it  you  would 
practically  do  so  with  the  purpose  of  making  it  a  life 
work.  If  you  join  us  we  will  make  out  a  contract  with 
you,  embodying  the  points  I  have  mentioned.  While 
the  contract  can  be  canceled  at  any  time,  yet  we  deem  it 
wise  to  have  a  written  understanding  of  our  agreement, 
so  that  you  may  know  exactly  what  to  expect  of  us,  and 
we  of  you.  To-morrow  I  shall  be  glad  to  see  you  at  — 
o'clock.  Will  that  be  convenient?  Then  I  will  look  for 
you  at  that  hour."  Shake  hands  cordially,  politely  lead 
her  to  the  door,  and  return  to  your  office  with  an  air  of 
occupation  and  appreciation  of  time. 


6i 


CHAPTER  iv. 


@.ONTRACT, 

SECOND  INTERVIEW, 


woman 

who 

decides 

without 

thought 

is  usually 

like 

a 

weather-cock, 

moving 

about 

with 

every 

wind 

that 

blows; 

such 

are  rarely 

successful 

and 

steadfast." 


will  not  he  necessary  to  show  her  the  contract  at 
the  first  interview;  leave  that  until  she  has  decided 
whether  or  not  she  wishes  to  enter  the  work,  and 
8.  repeat  in  the  second  interview  substantially  what 
has  been  said  in  the  first,  varying  only  the  testimonials 
and  reports,  and  possibly  the  phraseology.  Few  of  the 
applicants  will  remember  more  than  one  or  two  points 
of  the  first  talk.  Your  efforts  would  practically  be  lost 
unless  the  second  interview  is  made  to  re-impress  and 
re-imprint  on  the  memory  the  information  contained  in 
the  first  interview.  After  reviewing  the  main  points, 
such  as  reports,  testimonials,  and  profits  that  are  being 
made  by  our  workers,  pass  on  to  the  fact  that  many  of 
our  workers  were  people  who  had  been  cured.  Thus 
point  out  to  her  in  strong  contrast  the  facts  surrounding 
some  of  the  patients  : 

"  This  lady  should,  according  to  medical  theory,  be 
dead  now.  She  is,  instead,  living,  and  stronger,  better 
and  healthier  than  she  has  been  at  any  period  of  her  life. 
•She  is  not  only  able  to  live,  able  to  be  up,  but  to  give 
her  husband  and  familv  all  that  a  wife  and  mother 


62 


"Better 

to  be 

unborn 

than 

untaught; 

for 

ignorance 

is 

the 

root 

of 

misfortune." 


should  give  to  carry  out  life  as  the  Creator  intended. 
She  is  able  to  do  even  more.  She  becomes  a  bread- 
winner as  well.  Just  think  of  the  contrast  for  a  moment. 
Why,  here  are  people  who  were  absolutely  unable  to 
walk.  To-day  they  are  walking  six,  seven  and  even 
eight  miles,  and  in  addition  carrying  on  their  household 
work  in  many  instances.  We  have  in  mind  a  little 
woman  who  must  be  fully  fifty  years  old;  she  has  an 
invalid  husband  besides  seven  or  eight  boarders;  she  does 
all  the  work  for  the  entire  family,  and  if  I  remember 
correctly  she  has  sold  between  ten  and  twelve  thousand 
dollars'  worth  of  the  remedy  within  four  years.  She  has 
waited  on  her  invalid  husband,  who  cannot  even  feed 
himself,  who  cannot  walk  without  her  supporting  arm. 
Is  it  not  a  grand  remedy  ?  We  read  of  miracles  and  are 
astonished,  but  in  the  whole  history  of  your  reading 
have  you  ever  seen  anything  that  will  even  approximate 
these  cases?  If  they  had  been  performed  a  hundred 
years  ago,  we  should  look  back  on  them  as  miracles  — 
certainly  nothing  less,  and  entirely  so  when  we  compare 
them  with  the  expected  possibilities  of  the  person,  from 
a  medical  point  of  view." 

9.  When  you  have  gone  through  the  testimonials 
and  have  made  your  strongest  points,  do  not  forget  to 
make  this  one  point:  "And  yet,  Mrs.  —  — ,  when  it 
comes  to  talk  about  the  remedy  and  what  it  does,  we 
always  feel  that  we  can  say  nothing,  for  no  matter  how 
much  is  said  it  falls  so  short  of  telling  what  it  will  ac- 
complish, that  we  are  awed  into  silence.  We  want  you 
to  see  some  of  these  people  yourself,  because  we  realize 
that  no  matter  how  much  confidence  you  may  have  in 
us,  or  what  you  have  read  of  the  remedy,  there  is  no 
corviction  like  that  of  seeing  for  yourself.  After  you 


mission 

constitutes 

a 

pledge 

of 

duty." 


have  had  patients  that  have  been  given  up  by  the  ablest 
physicians,  and  have  seen  these  people  use  the  remedy 
and  gradually  grow  better  and  stronger,  and  when 
finally  you  see  them  able  to  be  out  and  among  women, 
you  will  get  a  conviction  that  nothing  else  on  earth  can 
give  you.  You  must  see  for  yourself  to  realize  the 
remedy's  power." 

This  part  of  your  talk  must  be  strengthened  with  all 
the  fervor  and  pathos  of  your  nature.  Every  word  must 
be  a  word  of  feeling  from  the  heart.  It  must  have  with 
it  that  suppressed  earnestness  which  is  drawn  from  a  body 
and  mind  dwelling  with  all  their  innate  force  on  the 
words  as  they  are  uttered,  with  even  measure  and  a  feel- 
ing that  is  intense.  In  presenting  the  truths,  do  so  in  a 
manner  that  will  make  the  applicant  feel  what  it  is  to  see 
a  life  bound  up  in  a  cause  of  the  greatest  good. 

When  the  applicant  is  convinced  that  she  would  like 
to  enter  the  work,  present  the  contract  to  her.  Always 
give  her  a  copy  to  read.  If  she  should  not  clearly  com- 
prehend any  part  of  it,  take  pains  to  explain  it  fully  and 
never  allow  an  applicant  to  enter  the  work  unless  she 
thoroughly  understands  the  conditions  required.  We 
want  no  misunderstandings  to  arise  that  will  mar  the 
efforts  of  our  workers;  since  we  do  not  wish  anyone  to 
engage  with  us  who  has  not  a  high  ideal  of  the  nobility 
of  the  undertaking  and  who  is  not  willing  to  prepare  her- 
self to  represent  the  work  intelligently  and  forcefully. 


64 


CHAPTER  v. 


DESCRIPTION  FOR 

HIRING  MANAGERS, 


"if 

you 

live 

to 

no 

true 

purpose, 

your 

life 

is 

a 

burden." 


have  numbered  the  paragraphs  of  the  "  Descrip- 
tion for  Hiring  "  for  the  purpose  of  making  clear 
the  "Description  for  Hiring  Managers"  and 
"Travelers."  Iu  both  these  latter  descriptions, 
when  you  are  referred  to  numbered  paragraphs,  it  means 
those  in  Chapters  I,  u,  in,  iv,  of  Part  II.  Memorize  and 
repeat  only  those  portions  of  these  paragraphs  which  are 
quoted.  After  paragraph  2  of  Chapter  i,  Part  II,  say: 

' '  The  position  vacant  is  for  a  lady  to  represent  us  in 
the  capacity  of  office  manager.  It  is  an  important  posi- 
tion for  one  who  has  not  had  previous  experience  in  our 
business.  Now  and  then,  however,  we  find  a  woman  of 
tact  and  fitness  capable  of  filling  it.  Some  of  our  best 
managers  are  among  those  whom  we  have  selected  in 
this  way.  In  your  case  we  feel  that  with  a  good,  thor- 
ough training  at  the  start,  and  the  right  application  on 
your  part,  you  will  make  a  success  of  this  branch.  Your 
duties  would  consist  in  giving  the  "  Parlor  Talks  "  (us- 
ing these  charts  for  the  purpose)  hiring  and  training 
saleswomen  and  selling  the  remedy  personally. 


"Right 

acting 

can 

only 

come 

as 

a 

result 

of 

right 

thinking." 


"It  is  necessary  for  you,  Mrs. ,  to  understand 

the  selling  part  of  our  business,  as  you  will  be  expected 
to  hire  and  train  representatives.  You  cannot  train  a 
representative  and  have  her  work  successfully  if  you  do 
not  understand  this  part  of  the  business  thoroughly. 
Our  most  successful  managers  are  those  who  even  as 
managers,  devote  a  part  of  their  time  to  personal  selling, 
and  their  workers  are  the  strongest  because  the  managers 
are  always  able  to  foster  them  in  their  work  and  help 
them  overcome  all  obstacles  in  making  sales. 

"As  I  have  said  you  would  have  agents  working 
under  you,  and  to  give  you  an  idea  of  what  some  of  them 
are  earning,  and  what  you  might  promise  others,  I  will 
go  through  a  few  of  these  reports.  (Part  II,  Chapter  i, 
paragraphs  3  to  7  inclusively;  Chapter  II,  paragraphs  I 
and  2;  Chapter  in,  paragraph  i.) 

Before  interviewing  for  a  manager,  you  should  know 
the  territory  you  have  open;  hire  for  one  particular 
place.  It  is  decidedly  weak  to  talk  of  too  many  points. 
Have  two  or  three  places  in  mind,  and  decide  just  which 
one  you  are  going  to  offer  her  before  using  the  paragraph 
below.  You  should  be  able  to  give  the  population  of 
each  town  that  will  furnish  field  for  one  or  more  workers, 
placing  opposite  in  figures  the  number  of  agents,  and 
carry  out  the  same  form  that  we  give  in  example  below. 
A  discussion  may  arise  as  to  territory.  Do  not  argue 
that  point.  Should  she  express  a  choice  you  can  figure 
out  what  that  county  would  produce,  provided  it  is  un- 
occupied. You  can  say:  "  There  are  one  or  two  other 
points,  and  while  we  would  prefer  to  have  the  county  I 
mentioned  established  first,  still  if  another  vacant  section 
would  suit  you  better,  we  may  possibly  be  able  to  arrange 
it. 


66 


"Every 

cultivated 

woman 

is 

a 

teacher 

of  men." 


"  The  position  to  be  filled  at  this  time  is  the  manage 

ment  of town.     You  would  have  your  headquarters 

at  — :— ,  which  has  a  population  of  about inhabitants. 

It  would  therefore  support,  in  addition  to 

yourself. 5  agents 

Then  there  is ,  a  town  of  -  —  inhabi- 
tants, which  would  support 2  agents 

At you  would  also  have i  agent 

And ,  although  it  is  a  small  town, 

would  still  support I  agent 

Then  you  would  want  for  the  county  dis- 
trict   i  agent 

This  field  would  support 10  agents 

"We  found  that   the   average   amount   of  work   per 
day  of  the  workers  whose  reports  we  figured   was   about 

;  that  would  be the 

average  sales  per  week  for  each  worker.     Your  profit  on 

that  would  be per  cent,    of  the   sales   to   these 

agents  which  in  this  case  would  be 

Your  profit  on  these    workers 

would  be apiece.  Esti- 
mating on  the  basis  of  -  —  town  supporting  ten 
agents,  your  profit  on  the  agents  alone  would  be  ten 

times ,    or 

a  week.     It  is  wise  to  figure  on  a 

low  basis  to  be  on  the  safe  side.  Let  us  assume,  there- 
fore, that  your  workers  sold  only  one-half  as  much — it 

would  make  this  part  of  your  income 

in  addition  to  the  profits  derived  from   your 

personal  sales. 


"  The 

work 

that 

lasts 

must 

not 

be 

the 

quickest, 

but 

the 

best." 


"You  will  thus  see  that  the  position  of  manager  is 
a  very  important  one,  enabling  a  woman  to  secure  much 
larger  returns  than  if  she  confined  herself  to  her  individ- 
ual efforts  in  making  sales.  As  her  strength  in  devel- 
oping the  powers  of  the  women  under  her  increases,  she 
will  in  time  arrive  at  a  position  where  she  can  handle  a 
larger  territory,  with  an  increased  number  of  women 
under  her,  all  of  them  contributing  to  her  income.  It 
is  wonderful  how  women  develop  in  this  work.  Many, 
without  the  least  idea  of  business,  have  developed  the 
managing  ability  to  a  remarkable  degree  from  expe- 
rience. No  woman  knows  what  she  can  do  until  she 
tries,  and  no  business  encourages  a  woman  to  develop  so 
rapidly  as  this. 

"  Here  are  reports  of  some  of  our  managers,  You 
will  notice  they  are  different  from  those  of  the  sales- 
women; the  terms  are  different  also.  As  a  manager  you 

will  require  stock  of  at  least dollars  worth  of  remedy  at 

per  cent,  discount  from  retail  price. 

In  the  report  of  Mrs. —  — ,  you  see  that  she  made 
— personal  sales  and  hired  one  agent,  upon  whose 

supply  she  received  ( )  per  cent.  The  sales  of 

workers  under,  her,  for  that  week,  amounted  to ; 

these  are  called  subsequent  sales.  Her  profit  for  that 

week  was  as  follows: Her  personal  sales 

were three  months'  treatment,  or 

net,  of  which  she  received 

per  cent. 


68 


"  Whatsoever 

is 

alive, 

must 

show- 

a 

reason 

for 

living." 


or Then  she 

sold  an  agent's  supply,  amounting  to dollars  on  which 

she  received —    — per  cent.,  or 

In  addition  the  subsequent  sales  of  agents  on    which   she 

received —        — per  cent,  were 

Adding  these  together  will  make   a   total    profit   for   the 

manager  of These 

reports  which  I  shew  you  are  all  figured  out  to  show 
just  what  the  different  managers  average  from  week  to 
week. 

Figure  for  the  applicant  what  she  would  make. 
Have  her  clearly  understand  that  the  expenses  of  the 
office  are  to  be  deducted  from  her  personal  sales;  dwell 
on  this  point  sufficiently  long  to  have  the  applicant  thor- 
oughly understand  it.  Go  over  it  several  times  so  that 
she  may  clearly  understand  the  advantages  of  such  an 
arrangement.  This  arrangement  is  one  of  the  most  sat- 
isfactory that  we  have  ever  used,  as  it  enables  the  person 
who  has  but  little  knowledge  of  the  business  to  enter  the 
work,  and  at  least  make  her  expenses  while  she  is  learn- 
ing the  business.  At  the  same  time  if  she  is  reasonably 
capable,  it  enables  her  not  only  to  learn  the  business, 
but  to  make  a  handsome  income  in  addition.  When  one 
has  learned  the  business,  you  can  readily  see  how  several 
agents  would  bring  a  handsome  income  for  the  manager. 
If  the  applicant  should  seem  at  all  doubtful  as  to  her 
ability,  it  can  be  shown  that  three-months'  treat- 
ments per  week,  made  by  her  personally,  will  more  than 
pay  her  office  expenses,  and  each  week  she  will  be  gain- 
ing a  greater  knowledge  of  the  business.  Should  the 
applicant  make  any  objections  they  may  be  answered  as 
in  the  "  Description  for  Hiring."  Then  use  paragraphs 
5  and  6  of  Chapter  in,  Part  n. 


"The  weaker 

yield; 

the  stronger 

move  on." 


69 


"  I  would  like  to  see  you  again  to-morrow  at  

o'clock.  Call  at  mat  time  whether  you  are  ready  to 
make  your  filial  arrangements  or  not,  as  I  shall  reserve 
the  hour  for  you.  If  there  are  any  relatives  or  friends 
whom  you  wish  to  consult,  I  should  be  pleased  to  ex- 
plain the  business  to  them.;> 


70 


CHAPTER  vi. 


IRING  TRAVELERS, 


"  Strength 

of 

purposes 

is 

a 

legitimate 

capital." 


FTER  paragraph  2,  Chapter  I,  Part  II,  say:  "The 
position  vacant  is  for  a  lady  to  represent  us  in  the 
capacity  of  traveling  manager.  It  is  unusual  for 
a  person  who  has  not  had  previous  experience  in 
our  business  to  obtain  so  important  a  position.  Now  and 
then,  however,  we  rind  a  woman  of  tact  and  fitness,  and 
some  of  our  best  travelers  are  among  those  whom  we 
have  selected  in  this  way.  In  your  case,  I  feel  that  with 
a  good,  thorough  training  at  the  start,  and  the  right  ap- 
plication on  your  part,  you  will  make  a  success  of  this 
branch. 

''Your  duties  would  consist  of  giving  "Parlor 
Talks,"  or  lectures,  hiring  and  training  agents,  and  sell- 
ing the  remedy  personally.  We  would  assign  you  a 
route.  Upon  entering  a  town,  you  would  immediately 
make  your  arrangements  to  give  your  "Talk  "  either  in 
a  church,  parlor  or  hall.  At  the  beginning,  and  until 
you  had  more  confidence  in  yourself,  these  "Talks" 
would  be  conducted  on  a  small  scale  —  more  in  the 
nature  of  small  gatherings.  After  a  little  experience, 
you  would  have  no  difficulty  in  lecturing  to  larger  audi- 


"  Your 

windows 

should 

look 

toward 

Heaven  f 

not 

toward 

the 

gutter." 


ences.  In  this  way  you  come  in  contact  with  the  most 
prominent  ladies  iu  the  town;  you  would  mail  special 
invitations  to  such  ladies,  or  call  upon  them  if  the  time 
that  precedes  the  lecture  admits  of  it.  After  the  lecture 
you  make  appointments  and  have  the  ladies  call  at  your 
room.  They  will  invariably  ask  you  to  call  upon  some 
of  their  friends,  and  in  this  way  you  will  be  introduced 
from  one  friend  to  another  through  the  influence  of  the 
most  prominent  ladies.  You  will  hire  and  train  a  repre- 
sentative in  the  town  and  then  go  to  the  next  town. 

41  These  reports  perhaps  explain  better  than  I  can  the 

nature  of  this  work.     You  notice  that  Mrs. arrived 

etc."  Here  refer  to  reports  of  a  traveler,  showing  the 
plan  of  opening  the  work  in  a  town,  at  the  same  time 
figuring  her  profits.  Use  paragraphs  3  to  7  inclusively 
of  Chapter  I,  Part  II,  and  paragraphs  I  and  2  of  Chapter 
ii.  • 

"  The  terms  we  would  make  you  woulfl  be  as  fol- 
lows :  Our  travelers  usually  carry  from  three  to  five  and 
six  hundred  dollars  worth  of  stock.  This  we  consign  to 
them,  and  they  secure  us  to  the  amount  of  about  half  of 
the  goods  entrusted  to  them.  If  your  deposit  with  us 
should  be  two  hundred  dollars,  we  would  ship  you  nearly 
four  hundred  dollars  worth  of  goods.  This  deposit  is  in 
the  nature  of  a  security.  At  the  expiration  of  this  con- 
tract it  is  returned.  If  at  any  time  you  wish  to  discon- 
tinue the  work,  you  give  the  house  a  written  notifica- 
tion, and  instead  of  remitting  the  amount  due  them,  you 
are  allowed  to  retain  it.  In  that  way  provision  is  made 
for  the  return  of  your  deposit  at  any  time,  and  you  de- 
liver to  the  house  all  unsold  stock,  as  well  as  all  papers 
belonging  to  them.  Our  travelers  carry  sufficient  stock 
not  only  for  their  own  needs,  but  to  supply  the  agents 


«  A 

flaw 

in  thought 

an 

inch  long 

leaves 

a 

trace 

of 

a 

thousand 

miles." 


with  their  outfits.     We  will  allow  you  your  expenses, 
including  railroad  fare,  board  and  expressage,  which  are 

to  be  deducted  from  the  sales.     You  receive 

per  cent,  of  the  remainder  after  the  expenses  have  been 

deducted.     We  also  pay  you  — per  cent,  on  the 

agents'  outfit.     You  noticed  Mrs. hired  an  agent," 

etc.,  (figuring  out  another  set  of  reports).      Use  para 
graphs  5,  6  and  7  of  Chapter  in,  Part  II. 

"I  would  like  to  see  you  again  to-morrow  at  3 
o'clock.  Call  at  that  hour,  whether  you  ate  ready  to 
make  your  final  arrangements  or  not,  as  I  shall  reserve 
that  hour  for  you.  If  there  are  any  relatives  or  friends 
whom  you  wish  to  consult.  I  shall  be  pleased  to  explain 
the  business  to  them." 


73 


CHAPTER  vii. 


"All 

leadership 

must  be 

individual, 

fitted 

to 

individual 

needs." 


is  taken  for  granted  that  every  manager  desires  an 
increase  of  business.  Those  who  do  not  are  un- 
suited  to  this  noble  cause.  Even  though  the  busi- 
ness may  be  already  very  large,  the  \vorker\vho  is 
satisfied  with  it  should  step  out  and  make  room  for  one 
who  is  more  ambitious  and  energetic.  No  business  is  so 
large  and  prosperous  but  that  it  may  be  made  larger  and 
more  prosperous.  There  is  no  such  thing  as  reaching 
the  limit;  and  every  increase  only  paves  the  way  for 
still  another.  The  question  then  is:  How  may  the  busi- 
ness be  increased  ? 

The  methods  here  to  be  suggested  cannot  be  prop- 
erly handled  until  managers  first  realize  that  they  are 
actually  what  they  are  assumed  to  be  —  leaders.  What 
is  a  leader?  The  very  word  describes  the  person  and  de- 
fines his  obligations.  A  leader  is  not  merely  one  who 
remains  in  the  background  an  invisible  force,  and  directs 
the  agencies  under  his  control.  That  is  what  the  general 
of  an  army  is;  but  before  he  attained  to  that  exalted  posi- 
tion he  performed  arduous  and  dangerous  service  in 
the  ranks,  working  himself  up  from  a  second  lieuten- 
ancy. In  every  position  which  he  occupied  before  reach- 


74 


"The 

training 

of 

women 

is 

just  as 

serious 

and 

just  as 

important 

as 

the 

training 

of 

men." 


ing  the  highest  station,  he  was  a  leader  of  men.  He 
drilled  the  common  soldiers  in  every  branch  of  the  art, 
and  in  battle  marched  at  the  front,  inspiring  his  men  by 
acts  of  valor  and  words  of  encouragement.  Without 
such  leaders  no  general  would  think  of  giving  battle. 
He  knows  that  upon  the  stout  hearts  and  unflinching 
courage  of  the  leaders  who  conduct  the  men  through  the 
heat  of  battle,  must  depend  the  issue  of  the  day,  and 
that,  other  things  being  equal,  it  is  the  most  capable 
leaders  who  win  the  battle. 

Viavi  managers  will  see  the  perfect  analogy  between 
their  position  and  that  of  army  leaders.  They  will  un- 
derstand how  vitally  close  is  the  relation  between  success 
and  their  methods  of  work.  A  Viavi  leader  is  something 
more  than  an  army  leader,  for  she  is  recruiting  officer  as 
well  as  leader.  At  first  glance  this  might  appear  to  be  a 
formidable  task,  but  in  reality  it  is  the  simplest  of  all. 
Managers  may  naturally  think  that  they  can  judge  of  an 
applicant's  ability  by  her  manner  and  appearance.  Out- 
side of  certain  broad  and  easy  limits  this  is  an  impossi- 
bility. The  cause  of  Viavi  has  been  seriously  injured  by 
adherence  to  that  error.  We  say  now  emphatically,  and 
with  a  knowledge  born  of  long  and  costly  experience, 
that  no  one  can  judge  the  capabilities  of  a  worker  until 
an  actual  test  has  been  made  in  the  field.  There  may  be 
a  natural  inclination  to  have  a  higher  opinion  of  the 
abilities  of  a  bright,  pretty,  accomplished,  educated, 
energetic  applicant  than  those  of  a  plain,  awkward  woman 
of  little  education,  but  it  is  impossible  to  say  which  of 
the  two  will  prove  the  more  successful  in  the  work  until 
they  have  been  tried. 

It  should  be  borne  in  mind  that  most  of  the  great 
men  and  women  of  history  have  come  from  the  humbler 


75 


4 'Nothing 

that 

is 

really 

high 

can  b* 

reached 

in 

a 

short 

time 

nor 

by 

an 

easy 

route." 


social  ranks.  Nearly  all  the  Presidents  and  statesmen 
which  this  country  has  produced  came  from  the  humblest 
walks  of  life.  This  is  true  also  of  most  great  reformers. 
It  is  unnecessary  to  discuss  the  reasons  for  this;  the  fact 
is  sufficient  for  our  purposes.  Of  course  this  does  not 
mean  to  say  that  women  of  the  finest  breeding  and  rear- 
ing are  expected  to  be  less  suited  to  the  work  than  their 
sisters  who  have  been  less  fortunate.  The  only  point 
here  insisted  upon  is  that  actual  work  in  the  field  is  the 
only  basis  of  judgment,  and  that  it  is  impossible  for  a 
manager  or  any  one  else  to  say  that  any  particular  appli- 
cant will  surely  succeed  or  fail. 

Considerable  patience  has  been  hitherto  exercised 
with  managers  who  give  as  a  reason  for  the  absence  of 
saleswomen  that  they  are  unable  to  find  any  suited  to 
the  work.  Any  required  number  of  perfectly  competent 
respectable  women  can  be  found  in  every  territory,  and 
if  a  manager  fails  to  find  them  she  acknowledges  thereby 
that  she  is  not  a  leader  and  is  therefore  unsuited  to  the 
position  which  she  occupies.  The  only  safe  and  sensible 
plan  in  hiring  is  to  take  those  who  are  willing  to  engage, 
and  then  let  experience  determine  their  fitness.  If  they 
prove  failures  their  places  can  be  given  to  others. 

The  saleswoman  who  develops  an  ambition  to  rise, 
and  who  comes  to  regard  field  work  merely  as  a  necessary 
stepping-stone  to  something  higher,  should  be  encour- 
aged, as  she  is  worth  a  dozen  of  those  who  have  no  as- 
piration beyond  the  position  of  saleswoman.  A  manager 
may  be  tempted  to  regard  such  a  woman  as  a  possible 
rival,  and  therefore  may  keep  her  repressed  to  prevent 
her  advancement.  Such  a  manager  would  thereby  con- 
fess her  own  weakness  and  inferiority  and  prove  that  she 
is  not  a  Viavi  leader. 


"Stand 

for 

something 

worthy 

to  build 

a 

life 

around." 


Managers  are  assumed  to  be  leaders  both  in  action 
and  direction.  It  is  taken  for  granted  that  they  secured 
their  responsible  position  as  leaders  by  developing  supe- 
riority as  field  workers.  That  being  so,  a  manager  here 
and  there  may  find  it  more  agreeable  to  sell  than  to  hire 
and  train  others  for  the  purpose.  Such  a  manager  is  not 
a  Viavi  leader,  and  her  character  has  been  misread  by 
those  who  placed  her  in  the  position  of  leader.  She  is 
merely  a  high-class  sales  woman,  and  should  be  content 
with  that  position,  and  not  hinder  the  business  by  in- 
dulging a  vanity  to  be  known  as  a  manager.  There  is 
necessarily  a  limit  to  the  amount  of  money  which  a  sales- 
woman can  make,  but  there  is  practically  no  limit  to  the 
earnings  of  a  manager  who  is  competent  to  handle  other 


Again,  a  manager,  seeing  how  superior  she  is  as  a 
saleswoman  to  the  women  whom  she  employs,  may  be- 
come impatient  with  them  and  decide  that  the  best  re- 
sults—  that  is,  the  largest  number  of  sales  —  can  be  se- 
cured by  her  taking  the  field  and  leaving  assistants  out 
of  the  account.  Such  a  manager  is  not  a  Viavi  leader, 
for  she  exhibits  an  inability  to  make  the  most  of  those 
whom  she  has  selected.  Besides,  it  is  conceivable  that  a 
saleswoman  may  be  too  successful;  that  is  to  say,  she 
may  sell  to  a  larger  number  of  patients  than  she  can 
properly  encourage.  That  would  bring  an  injury  to  the 
business.  It  is  not  the  sole  aim  of  those  engaged  in  this 
great  work  to  make  money;  a  desire  to  better  humanity 
is  invariably  present  with  those  who  prove  most  success- 
ful. One  invaluable  feature  of  this  business  is  its  recog- 
nition of  merit  among  its  workers  and  its  steady  promo- 
tion of  those  who  deserve  it.  But  when  a  worker  is  pro- 
moted from  one  position  to  another  her  duties  and  re- 


77 


"On 

stepping-stones 

of 

their 

dead 

selves 

do 

men 

rise 

to 

higher 

things." 


spousibilities  are  increased.  It  remains  with  her  to  show 
that  she  appreciates  her  promotion  and  is  capable  of  fill- 
ing it. 

The  position  of  manager  is  one  of  the  best  in  the  en- 
tire business.  It  is  there  that  leadership  is  called  for  in 
one  of  its  highest  forms,  and  it  is  there  that  example  and 
precept  can  be  made  most  valuable  and  of  most  imme- 
diate effect.  To  be  an  effective  leader  one  must  be  an  in- 
timate part  of  the  force  which  one  leads  —  united  with  it 
in  sympathy  and  purpose.  The  personal  relations  must 
be  of  the  closest  kind.  The  saleswomen  should  be  made 
to  feel  that  their  manager  is  their  friend  as  well  as  their 
leader,  and  that  their  success  and  prosperity  are  receiving 
her  first  consideration.  In  order  to  secure  this  feeling 
of  confidence,  the  manager  should  assist  her  saleswomen 
in  every  possible  way;  should  draw  from  them  an  ac- 
count of  whatever  obstacles  they  encounter,  and  kindly 
and  patiently  show  how  they  may  be  overcome;  should 
be  always  pleasant  and  cheerful  toward  them,  and  help- 
ful in  every  way. 

If  the  manager  enjoys  a  full  realization  of  the  duty 
which  she  owes  to  suffering  women,  the  proper  conduct 
of  her  territory  will  ensue  without  difficulty.  She  will 
understand  the  urgency  of  her  position  and  will  be  in- 
spired by  a  wholesome  zeal  to  fill  it  intelligently.  She 
will  know  that  an  increase  of  sales  means  an  increase  of 
good  accomplished. 

What  is  the  immediate  and  overshadowing  object  of 
all  efforts  to  increase  our  efficiency  in  the  Viavi  work?  // 
is  to  make  sales,  first,  last  and  all  the  time.  Unless  that 
object  is  kept  constantly  in  mind,  unless  every  effort  is 
directed  to  that  one  end,  the  first  principle  of  the  work 
has  not  been  learned.  Every  effort  which  has  a  tendency 


"He 

who 

is 

not 

At 

for 

business 

to-day 

will 

be 

less 

At 

to-morrow." 


to  divert  attention  from  that  fact  is  worse  than  wasted— 
it  is  a  positive  injury.  We  may  have  ever  so  lofty  a  con- 
ception of  the  ethical  side  of  the  movement,  but  unless 
we  grasp  the  idea,  and  forever  hold  it  above  all  others, 
that  only  by  the  making  of  sales  can  good  be  done  to 
sufferers  and  prosperity  be  assured  to  ourselves,  our 
dreams,  hopes,  aspirations,  yearnings  and  efforts  "are  as 
idle  as  a  painted  ship  upon  a  painted  ocean." 

No  opinion  of  the  worth  of  the  remedy  can  be  of 
value  unless  it  comes  from  those  who  know  its  value 
either  from  experience  or  observation.  No  suffering  can 
be  relieved  unless  sales  are  made  and  the  remedy  thereby 
comes  into  use.  No  reform  growing  out  of  physical  ex- 
cellence is  possible  unless  the  excellence  has  been 
accomplished  by  the  actual  use  of  Viavi  as  the  result  of 
a  sale.  No  happiness  and  content  which  Viavi  is  capable 
of  producing  can  be  made  possible  without  a  cure  result- 
ing from  the  sale  and  use  of  Viavi.  No  person  handling 
the  remedy  as  a  reforming  agency  can  accomplish  good 
with  it  unless  she  sells  it,  whether  personally  or  through 
the  agency  of  others.  Whenever  we  diverge  from  the 
absolute,  practical  selling  and  the  teaching  of  methods 
of  selling,  we  are  leaving  the  only  possible  basis  of  suc- 
cess. Let  no  time  or  strength  be  wasted  in  trying  exper- 
iments or  departing  from  the  old  methods  which  experi- 
ence has  determined  to  be  the  right  ones  to  bring  suc- 
cess ;  all  new  methods  must  originate  with  the  proprie- 
tors. The  volume  of  a  manager's  sales  determines  her 
power  of  leadership,  and  every  effort  of  her  life  should 
be  directed  to  that  end. 


79 


PART  III. 
CHAPTER  i. 


Ill 


E  NEED  STALWARTS, 


"  Give 

us 

not  men 

like 

weath  ercocks, 

that  change 

with 

every  wind ; 

but  men 

like 

mountains, 

who 

change 

the  winds 

themselves." 


do  not  count  the  person  well  hired  who  is  just 
"  brought  in  "  and  set  to  work.  We  maintain 
that  when  she  is  sent  out  to  work  she  must  have 
been  filled  with  convictions  so  strong,  resolu- 
tions so  earnest,  that  she  will  not  be  affected  injuriously 
by  any  obstacle,  nor  suffer  any  serious  discouragement. 
In  order  to  accomplish  this  nothing  is  needed  but  an 
understanding  of  the  wonderful  power  of  Viavi  and  the 
proper  manner  of  presenting  its  merits  and  discussing 
the  diseases  which  it  cures.  There  is  nothing  occult  or 
mysterious  about  the  Viavi  work  to  explain  its  wonder- 
ful success.  The  only  difficulty  at  all  (and  it  is  one 
from  which  none  of  us  are  free)  is  that  we  either  do  not 
fully  comprehend  the  power  of  the  remedy  or  are  in- 
sufficiently informed  concerning  the  cases  which  it  can 
cure.  The  only  way  in  which  we  can  acquire  the  needful 
knowledge  is  by  study  —  hard,  patient,  intelligent  study. 
And  the  only  way  in  which  we  can  impart  this  knowl- 
edge is  by  careful  and  thorough  drilling. 


8o 

Those  whom  we  take  for  drilling  are  perfect 
strangers  to  the  power  of  Viavi,  or  if  they  are  not,  they 
have  the  most  inadequate  conception  of  its  virtues  and 
of  the  diseases  to  which  it  is  applicable.  In  order, 
therefore,  that  they  shall  have  a  conviction  and  knowl- 
edge equal  to  ours  they  must  know  as  much  as  we 
do,  and  the  only  way  in  which  they  can  acquire  that 
knowledge  is  to  teach  and  train  them.  And  we  must 
reflect  that  they  have  only  a  few  days  in  which  to  ac- 
quire a  knowledge  and  conviction  that  have  come  to 
most  of  us  as  the  result  of  long  study  and  experience. 
This  reflection  should  urge  us  to  regard  the  importance 
of  a  careful  and  thorough  training  as  a  necessity.  We 
must  reflect,  also,  that  the  women  whom  the  worker  is 
to  approach  require  the  proper  education  concerning. 

themselves,  their  ailments  and  the  virtues  of  Viavi  as  a 
thy 

prerequisite  to  their  purchase   of  the  remedy.     If  the 

foe  workers  have  not  been  properly  instructed  they  cannot 

established."  properly  instruct  the  prospective  patrons,  and  hence 
cannot  make  sales.  Failure  to  make  sales  is  injurious 
to  the  business  in  more  ways  than  one.  It  is  a  positive 
injury;  first,  by  tending  to  discourage  the  worker,  and 
second,  by  leaving  the  woman  who  has  been  visited  in  a 
frame  of  mind  that  may  lead  her  to  speak  either  indiffer- 
ently of  the  remedy,  or  in  a  slighting  or  contemptuous 
manner.  On  the  other  hand,  every  sale  made  cheers  and 
strengthens  the  worker,  and  every  woman  to  whom  the 
remedy  is  sold  has  been  made  a  center  of  forces  whose 
spreading  waves  will  radiate  in  all  directions,  augment- 
ing in  power  as  they  spread  and  establishing  everywhere 
new  centers  of  force  and  activity.  The  whole  success  of 
Viavi  lies  in  the  drilling  of  the  workers.  When  we  real- 
ize that  fact  and  bend  our  energies  to  it  we  have  already 
won  the  good  fight.  This  method  of  assuring  success  is 


8i 

perfectly  legitimate.     It  is  identical  in  principle  with  the 
training  that  every  one  engaged  in  a  profession,  an  art 
"  This  or  a  tra(^e  nas  keen  compelled  to  undergo  before  being 

one  thing  intrusted  with   important  duties.     In  other  words,  the 

/  Viavi  training  is  the  imparting  of  technical  instruction, 

do."  peculiar  to  this  business  and  necessary  to  its  success,  just 

as  all  trades,  arts  and  professions  have  theii  own  techni- 
cal courses  of  study  to  be  mastered. 


82 


CHAPTER  n. 


HE  WORKER. 


Part  IV  we  shall  discuss  the  general  proposition 
of  a  woman's  dress  and  appearance,  reference  there 
being  made  to  lecturers;  but  the  principles  laid 
down  will  apply  with  equal  force  to  saleswomen. 
The  proposition  of  neatness  and  taste  in  dressing  has  to 
be  handled  with  tact  by  the  manager  in  her  relations 
with  a  beginner.  Some  women  are  sensitive  upon  these 
matters.  The  principles  can  be  laid  down  in  a  general 

way,  without  any  direct  personal  application,  but  so 
"  7  f*t 

pointedly  that  their  reference  cannot  be  mistaken.  As  a 
thine  eyes 

great  deal  of  pointing  has  to  be  done,  it  is  absolutely  es- 


right  sential  that  the  nails  be  kept  scrupulously  clean;  this  is 

on."  a  matter  on  which   the  trainer  should  be  insistent  and 

unsparing. 

The  beginner  should  carry  a  memorandum  book  dur- 
ing the  training  and  make  a  note  therein  of  everything 
the  trainer  says,  whether  in  explaining  and  analyzing  the 
description  or  in  advancing  general  and  special  sugges- 
tions apait  irom  the  description.  Generally  a  word  or 
two  on  any  papticular  subject  will  be  sufficient  to  recall 
it  to  the  memory.  In  the  review  on  the  following  day, 
or  at  the  next  lesson,  the  trainer  should  ask  the  beginner 


"A 

smooth 

sea 

never 

made 

a 

skillful 

navigator." 


to  refer  to  her  notes  and  repeat  therefrom  the  substance 
of  what  had  been  told  heron  the  last  occasion.  It  is  a 
better  drill  of  the  memory  not  to  take  notes,  but  they 
greatly  facilitate  the  training,  and  at  the  end  constitute 
a  record  which  will  prevent  the  worker  from  forgetting 
after  she  goes  into  the  field.  Everything  that  the  worker 
does  or  learns  during  the  drill  is  developing  her  mind, 
however  little  she  realizes  the  iact,  and  if  that  is  im- 
pressed upon  her  she  wiU  be  all  the  more  encouraged 
to  proceed. 

One  thing  that  oppresses  the  beginner  is  the  complex- 
ity as  well  as  the  amount  of  knowledge  to  be  required. 
She  should  be  constantly  led  away  from  that  idea.  If  the 
splendor  of  the  goal  for  which  she  is  striving  is  pointed 
out  to  her  with  adequate  clearness  she  will  appreciate  the 
necessity  of  study  and  will  willingly  accomplish  every 
task.  The  heads  of  large  enterprises  work  much  harder 
than  their  employees  as  a  rule,  for  the  simple  reason  that 
the  rewards  for  which  they  are  striving  and  the  respon- 
sibilities under  which  they  labor  are  greater.  They  know 
that  by  diligent  attention  to  their  affairs  their  returns 
will  be  large,  whereas  the  average  employee,  seeing  no 
such  return  in  prospect  for  increased  exertion,  is  likely 
to  be  much  less  diligent  and  painstaking.  The  worker 
should  understand  that  the  Viavi  business  is  one  in  which 
the  individuality  of  each  worker  is  the  determining  fac- 
tor of  his  or  her  success.  No  other  vocation  open  to 
women  offers  so  grand'au  opportunity  for  advancement, 
and  no  other  gives  so  generous  returns  for  a  complete 
mastery  of  its  details.  Within  large  boundaries  the  Viavi 
saleswoman  is  a  law  unto  herself.  Her  sense  of  respon- 
sibility is  developed,  and  an  adequate  appreciation  of  her 
opportunities  acts  as  a  spur  to  her  energies.  If  her 


84 


"Knowledge 

is 

power 

because 

thought 

is 

convertible 

into 

action.'' 


training  is  thorough  and  she  has  ambition,  there  is  no 
limit  to  the  progress  she  can  make.  Hence  the  great  ad- 
visability of  her  exercising  patience  and  diligence  dur- 
ing the  training,  and  of  endeavoring  with  all  her  might 
to  understand  and  digest  every  word  that  is  said  to  her. 
On  this  subject  some  author  has  said: 

"  Undigested  learning  is  as  oppressive  as  undigested 
food;  and  as,  with  the  dyspeptic  patient,  the  appetite  for 
food  often  grows  with  the  inability  to  digest  it,  so  with 
the  unthinking — an  overwhelming  desire  to  know  often 
accompanies  the  inability  to  know  to  any  purpose.  Re- 
flection is  to  the  brain  what  gastric  juice  is  to  the  stom- 
ach :  a  solvent  to  reduce  whatever  is  received  to  a  condi- 
dion  in  which  all  that  is  wholesome  and  nutritious  may 
be  appropriated,  and  that  alone.  To  learn  in  order  to 
become  wise  makes  the  mind  active  and  powerful,  like 
the  body  of  one  who  is  judicious  in  meat  and  drink. 
Learning  is  healthfully  digested  by  the  mind  when  it  re- 
flects upon  what  has  been  learned  ;  classifies  and  arranges 
facts  and  circumstances  ;  considers  the  relations  of  one  to 
the  other,  and  places  what  is  taken  into  the  mind  at  dif- 
ferent times  in  relation  to  the  same  subjects  under  their 
respective  heads,  so  that  the  various  stores  are  not  hetero- 
geneously  piled  up,  but  laid  away  in  order,  and  may  be 
referred  to  with  ease  when  wanted." 

BEFORE  SHE  BEGINS.—"  Look  before  you  leap." 
In  the  roar  and  battle  of  a  tempest  the  captain  of  a  ship 
stands  serene  upon  the  bridge,  giving  his  orders  calmly, 
and  by  his  assumption  of  mastery  over  the  blind  furies 
that  rage  about  him  he  sends  confidence  into  the  quailing 
hearts  that  crowd  the  vessel.  He  is  but  a  frail  man, 
whom  any  one  of  the  giant  waves  would  crush  if  it  could 
reach  him  ;  and  his  ship  is  but  a  weak  craft  before  the 


"Ignorance 

is 

weakness 

because 

without 

clearness 

of 

purpose 

action 

can 

never 

be 

effective." 


formidable  terrors  and  dangers  of  the  sea;  but  the  frail 
man  is  guided  by  wisdom  and  the  self-reliance  that  is  born 
of  wisdom,  and  confidence  has  come  from  repeated  vic- 
tories over  the  terrible  but  unorganized  and  unintelligent 
forces  of  the  storm.  So  the  puny  man  and  his  fragile 
toy  containing  so  many  precious  lives  are  more  than  a 
match  for  forces  a  million  times  stronger  than  they,  and 
the  passengers  repose  in  confidence,  having  been  made 
to  feel  that  the  man  who  carries  their  lives  in  his  hand 
will  bring  them  safely  out  of  their  peril. 

That  is  just  the  confidence  that  a  Viavi  worker  should 
feel  in  herself  and  that  she  should  inspire  in  others.  And 
she  will  come  to  feel  it  and  be  able  to  inspire  it  in  others 
if  she  is  carefully  drilled  and  filled  with  the  spirit  of 
the  work. 

It  is  wonderful  what  a  difference  the  training  makes 
with  a  woman.  Careful  and  intelligent  training  is  al- 
ways evident  in  the  superior  work  of  those  who  have  been 
so  trained.  From  the  work  of  the  one  who  has  been 
trained  the  efficiency  of  the  trainer  may  be  determined 
with  mathematical  accuracy. 

Before  the  worker  attempts  to  memorize  the  descrip- 
tion she  should  consider  what  she  has  to  accomplish. 
She  has  one  object  in  view — to  sell  Viavi.  In  order  to 
sell  Viavi  she  must  know  what  Viavi  is  and  how  to  sell 
it.  The  good  of  which  Viavi  is  capable  cannot  be  ac- 
complished unless  the  remedy  is  sold.  A  woman  may 
have  ever  so  high  an  opinion  of  its  merits,  and  may  be 
inspired  by  ever  so  lofty  a  moral  conception  of  her  duty 
to  do  good  with  it,  but  if  she  does  not  sell  it  her  good 
opinion  of  it  is  worthless  and  her  desire  to  do  good  is 
fatuous. 

If  Viavi  may  be  called  a  religion,  in  the  sense  that 


86 


"Straight 

thinking 

conies 

before 

straight 

acting." 


it  is  a  great  agency  for  the  uplifting  of  the  race,  it  is 
eminently  a  practical  religion.  It  contains  no  dogmas  to 
create  a  division  of  opinion.  It  does  not  aim  directly  be- 
yond the  limits  of  this  life  in  the  good  it  does.  Its  aim  is 
to  do  good  now,  to-day,  this  moment,  by  human  agency 
and  endeavor.  It  is  as  eminently  practical  as  the  Red 
Cross,  whose  followers  go  into  the  thick  of  battle  for  the 
sole  purpose  of  succoring  the  wounded,  and  not  to  take 
life.  The  Red  Cross  does  not  teach  any  religion  or  point 
to  any  possible  happiness  in  the  life  to  come.  Its  sole 
aim  is  to  help  the  suffering  now,  on  this  earth,  at  this 
moment.  Its  essence  is  human  sympathy.  That  is  a 
work  exactly  parallel  to  Viavi,  and  that  is  why  it  has 
grown  so  strong,  covering  now  the  entire  civilized  world. 
There  are  those  whose  duty  and  vocation  it  is  to  instruct 
concerning  a  future  life,  but  Viavi  work  is  for  this  day, 
this  life,  this  woman  at  our  doors  who  suffers. 

Women  have  a  highly  complex  and  organized  nature. 
In  some  of  them  certain  elements  predominate,  in  others, 
other  elements.  One  of  the  most  important  things  for 
every  woman  in  every  walk  of  life  to  learn  is  the  answer 
to  the  question,  "  What  elements  within  me  can  be  em- 
ployed to  the  best  advantage  in  developing  and  exercis- 
ing my  power?"  In  the  Viavi  work  the  question  is 
somewhat  restricted  by  the  reflection  that  those  to  be 
dealt  with  in  the  outside  world  are  women.  How  can  I 
make  myself  most  attractive  to  women  ?  What  is  there 
within  me  that  I  can  best  develop  in  order  to  make  my- 
self attractive  ?  Is  it  gentleness  ?  Is  it  sympathy  ?  Is  it 
a  knowledge  of  the  little  cares  and  annoyances  that  beset 
women  and  that  I  have  a  special  knack  at  lightening  and 
removing  ?  Is  it  my  fondness  for  children  and  my  knowl- 
edge of  many  things  that  might  be  done  for  their  good? 


"Loftiness 

of 

aim 

is 

essential 

to 

loftiness 

of 

spirit." 


Is  it  my  small  size  and  the  gentleness,  sprightliness  and 
cheerfulness  that  go  with  it  ?  Is  it  my  large  size,  and  the 
dignity  and  repose  and  air  of  strength  and  self-confidence 
that  belong  to  it  ?  Is  it  my  skill  as  a  housekeeper  ?  And 
so  on  ad  infinitum. 

Does  all  this  look  formidable  ?  There  is  nothing  ter- 
rifying about  it.  Once  the  writer  was  traveling  with  a 
party  of  farmers  from  one  of  the  States  in  which  staple 
products  alone  were  grown.  As  we  were  passing  among 
the  highly  cultivated  orchards  and  complex  agricultural 
conditions  of  California,  due  to  its  semi-tropical  climate 
and  the  consequent  ability  to  grow  many  things  unknown 
to  farmers  in  the  States  where  staple  products  alone  are 
cultivated,  we  asked  the  men  : 

"  How  is  it  possible  for  you  to  be  content  to  live  in 
your  old  State,  when  you  see  here  agriculture  developed 
to  a  fine  art,  and  with  every  country  home  a  picture  of 
comfort,  refinement  and  beauty  ?  " 

"  That  is  just  the  trouble,"  was  the  reply.  "  We  could 
not  possibly  come  here  and  compete  with  these  farmers, 
who  are  evidently  men  of  a  superior  class." 

1 '  They  are  a  superior  class, ' '  we  replied, ' '  but  the  time 
was  when  they  were  exactly  in  your  present  position  ; 
they  knew  no  more  about  this  high-class  farming  than 
you  ;  but  they  had  the  sense  to  believe  that  what  one  man 
had  done  another  could  do,  and  the  grit  to  put  the  mat- 
ter to  the  test.  The  result  is  that  the  very  charms  and 
necessities  of  their  new  kind  of  farming  have  developed 
them  from  farmers  of  your  class  to  farmers  of  their  class 
— men  of  superior  intelligence  and  in  the  enjoyment  of 
generous  incomes  and  pleasures ;  such  are  the  men  who 
make  progress  and  build  worlds." 


88 


"Tlie 

weaker 

yield, 

the 

stronger 

move 

on." 


It  is  j  ust  so  with  Viavi  work.  It  is  developing  from  the 
very  start.  Every  day  in  the  work  broadens  and  deepens 
the  worker,  and  adds  to  the  sura  of  her  prosperity  and 
contentment.  Working  with  Viavi  is  living  in  the  high- 
est and  truest  sense  of  the  word.  It  is  making  the  most 
of  our  opportunities.  It  is  discharging  in  the  most  sat- 
isfactory manner  the  duty  which  we  owe  to  ourselves,  to 
humanity  and  to  God.  Under  its  broadening  and  en- 
nobling influence  the  innumerable  annoyances  of  life 
that  formerly  seemed  so  exasperating  and  hindering  are 
seen  now  to  be  utterly  unworthy  of  notice.  Strength 
comes  where  weakness  had  been  before  ;  depth  takes  the 
place  of  shallowness ;  patience  expels  petulance,  and  a 
fine,  strong,  capable,  achieving  soul  stands  guard  over 
the  destinies  of  life. 


CHAPTER  in. 


HE  DRILL, 


"JSvil 

is 

wrought 

by 

want 

of 

thought." 


fl^IIK  first  thing  that  a  trainer  should  impress  upon 
Ip  the  beginner  is  the  necessity  for  the  drill.  It  is 
absolutely  essential  to  success  of  the  work.  Many 
women  come  into  the  work  in  middle  life.  They 
find  the  task  of  committing  the  description  to  memory 
very  irksome  and  difficult.  Others  who  are  able  and 
well  informed,  will  say:  "  I  cannot  understand  the  nec- 
essity of  spending  all  this  time  committing  this  matter. 
I  can  comprehend  it  just  as  well  by  reading  it,  and  pre. 
sent  the  subject  to  ladies  just  as  intelligently  in  my  own 
way,  and  see  no  sense  in  taking  up  all  this  time  for  this 
purpose."  Others  are  so  eager  to  get  to  work,  possibly 
by  reason  of  urgent  financial  considerations,  that  they  are 
impatient  of  the  drill  and  seek  to  avoid  it.  A  great  deal 
of  obstinacy  from  all  these  classes  is  found,  and  it  must 
be  overcome. 

The      one      way      is      to      convince      them      that 
this   drill    is  absolutely   essential,    and   that  by    taking 


"The 

Fates 

charge 

compound 

interest 

on 

every 

human 

blunder." 


it  they  will  be  infinitely  more  competent  for  success  than 
without  it ;  that  it  represents  the  skill,  experience  and 
wisdom  of  those  who  thoroughly  understand  the  business 
and  who  realize  the  necessity  for  the  drill. 

In  dealing  with  those  who  think  that  they  have  suf- 
ficient general  intelligence  for  the  work  withotit  the  drill, 
let  them  understand  that  the  knowledge  which  they  will 
thus  acquire  is  purely  technical,  and  is  absolutely  neces- 
sary. They  are  to  go  forth  as  teachers,  as  ministers,  as 
the  wielders  of  a  poWer  that  knowledge  bestows.  No 
minister  is  given  a  charge  until  he  has  passed  through 
college  in  order  to  secure  an  education,  and  is  then  ex- 
amined by  some  board  of  his  denomination  to  sound  his 
orthodoxy.  Every  teacher  must  have  been  educated 
either  in  a  normal  school  or  a  university  before  she  is 
permitted  to  teach  even  the  elementary  branches.  Every 
physician  must  have  spent  years  in  a  medical  college,  else 
the  State  Board  of  Medical  Examiners  would  not  issue 
him  a  license  to  practice.  No  engineer  is  given  charge 
of  a  costly  engine  unless  he  can  show  that  he  has  thor- 
oughly learned  his  business.  It  is  so  in  all  professions, 
in  all  business  enterprises  that  are  successful.  Statistics 
show  that  ninety-eight  per  cent,  of  the  persons  who  en- 
gage in  business  fail.  Why  ?  Because  the  failures  rep- 
resent ignorance  of  the  rules  of  the  business,  and  an 
absence  of  knowledge  concerning  the  technicalities  and 
details  by  which  it  is  governed.  The  percentage  of  Viavi 
workers  who  fail  is  practically  nothing ;  and  it  is  the 
only  business  that  has  such  a  record.  The  people  who 
succeed  in  business  are  those  who  prepare  themselves 
for  it  with  the  utmost  thoroughness ;  and  it  is  an  inva- 
riable rule  that,  other  things  being  equal,  people  succeed 
in  any  vocation  in  life  in  proportion  to  the  thoroughness 


"  What 

is 

well  done 

has 

a 

tonic 

effect 

on 

the 

mind 

and 

character." 


of  their  preparation.  This  preparation  may  come  from 
service  in  apprenticeship  when  the  trades  and  arts  are 
considered,  but  in  all  the  higher  professions  and  arts  an 
education  is  required. 

The  woman  who  is  thoroughly  in  earnest  about  the 
Viavi  work  and  who  has  a  noble  ambition  to  better  her- 
self and  others  by  its  means,  is  willing  to  undergo  any 
drill  that  those  of  superior  experience  and  skill  have 
found  to  be  necessary.  If  women  cannot  be  made  to  see 
this,  they  are  manifestly  unfitted  to  conceive  the  magni- 
tude and  dignity  of  the  work,  and  are  therefore  unsuited 
for  it.  The  business  is  better  off  without  them  than  with 
them.  Even  should  they  get  into  the  work  they  will 
never  develop  the  energy  and  will  power  that  bring  good 
results.  They  will  fail  utterly,  and  thus  be  a  bitter  dis 
appointment  to  themselves,  and  bring  discredit  upon  the 
work.  It  is  far  better  to  have  two  earnest,  conscientious, 
thorough  workers,  who  have  been  well  drilled,  than  a 
score  of  those  who  cannot  be  made  to  see  the  importance 
of  the  drill  or  the  increased  capacity  that  will  come  from 
it,  or  who  have  not  been  thoroughly  drilled.  The  stand- 
ard of  thoroughness  in  the  drill  must  never  be  lowered 
under  any  circumstances  or  temptations.  The  moment 
that  it  is,  the  business  will  lose  its  dignity  and  begin  to 
decline.  The  manager  who  relaxes  the  least  in  this  re- 
gard is  a  menace  to  the  work  ;  and  as  the  story  of  her 
care  and  thoroughness  or  the  lack  of  them  is  read  in  the 
work  of  the  saleswomen  whom  she  has  sent  out,  it  is  an 
easy  matter  to  lay  a  finger  on  her  fault. 

The  length  of  lessons  as  laid  down  in  this  Guide  is 
that  which  a  hard  and  earnest  student,  with  a  moderate 
provision  of  intelligence,  can  learn  without  much  dif- 
ficulty. However,  should  there  be  applicants  who  can- 


92 


"  Whatever 

is 

donef 

needs 

to 

be 

done 

well." 


not  learn  so  much  at  a  time,  it  would  be  advisable  to  give 
shorter  lessons,  or  have  the  drills  further  apart.  The  lead- 
ing idea  in  all  cases  should  be  that  the  worker  must  not 
in  the  slightest  degree  be  discouraged  over  the  immen- 
sity of  the  task,  or  made  to  feel  that  it  is  too  great  for  her 
abilities.  Kind  words  of  encouragement  have  a  wonder- 
ful effect  in  stimulating  to  harder  exertion,  and  a  compli- 
ment now  and  then  is  never  amiss.  The  whole  drill 
should  be  made  pleasant,  agreeable,  stimulating.  In 
other  words,  the  trainer  must  produce  in  the  mind  of  the 
worker  the  same  feeling  of  confidence,  pleasure  and  a  de- 
sire to  learn  more  that  the  worker  is  expected  to  produce 
in  the  mind  of  the  purchaser.  Those  whose  business  it 
is  to  train  need  to  give  their  whole  thought  to  the  art  of 
training,  for  it  is  the  finest  in  the  Viavi  work,  and  its  re- 
sults are  the  most  immediate  and  conspicuous.  Every- 
thing that  is  read,  every  incident  that  is  seen  or  heard, 
should  be  regarded  as  a  possible  contributor  to  the  art  of 
training.  One  cannot  know  too  much  or  give  the  subject 
too  close  study.  The  more  the  drill  is  illuminated  with 
illustrations,  the  more  it  is  made  light  and  interesting, 
the  better  it  will  be  learned. 

One  idea  to  be  kept  in  mind  is  the  advisability  of 
closing  up  the  drill  as  soon  as  possible  and  getting  the 
worker  into  the  field ;  but  this  should  never  be  done  at 
the  sacrifice  of  the  least  element  that  would  add  to  her 
effectiveness  as  a  saleswoman.  A  good  trainer  can  make 
the  drill  so  fascinating  that  the  worker  is  sorry  when  it  is 
finished,  and  never  at  any  time  regards  it  as  a  severe 
hardship. 

Another  important  thing  is  that  of  impressing  the 
worker  with  the  dignity  and  majesty  of  the  calling. 
Raise  her  above  the  conception  that  this  is  a  mere  money- 


93 


"The 

work 

that 

lasts 

must 

not 

be 

the 

quickest, 

but 

the 

best." 


making  enterprise  upon  which  she  is  entering.  Raise 
her  to  the  true  conception  that  it  is  the  noblest  that  can 
claim  human  attention  and  endeavor,  and  get  the  idea 
into  her  that  her  money-making  capacity  will  be  meas- 
ured largely  by  the  extent  to  which  she  can  exalt  her  call- 
ing. Give  her  illustrations  of  some  of  the  numerous 
women  in  the  work  who  have  become  so  thoroughly  im- 
bued with  the  nobility  of  their  calling  that  they  regard 
it  as  a  moral  obligation  imposed  by  the  Creator.  Keep- 
ing in  mind  the  fact  that  women  desire  to  engage  in  this 
business  primarily  for  the  purpose  of  bettering  their 
financial  condition,  assure  the  worker  that  those  who 
from  experience  in  the  work  come  to  cherish  the  higher 
ideal  of  doing  good  for  its  own  sake  are  those  who  inva- 
riably enjoy  the  largest  financial  rewards. 

Let  them  understand  that  they  are  about  to  engage 
in  a  mission  of  the  greatest  value  to  humanity;  that  their 
usefulness  to  the  world  and  to  themselves  will  be  deter- 
mined by  the  thoroughness  of  their  preparation  and  the 
earnestness  of  their  purpose;  that  if  the  work  of  prepa- 
ration were  ten  times  as  great  as  it  is,  the  effort  in  per- 
forming it  would  be  exceedingly  small  in  comparison 
with  its  benefits. 

Make  the  impression  very  strong,  by  repeated  returns 
to  it  all  through  the  drill,  that  Viavi  is  the  greatest  med- 
ical discovery  of  modern  times;  that  it  has  performed 
what  many  women  who  have  received  its  benefits  freely 
declare  to  be  a  miracle;  that  a  remedy  which  so  uplifts 
women  and  brings  so  much  health  and  happiness  into  the 
world  is  an  invincible  power  and  its  agents  and  advocates 
ministers  of  good.  Teach  a  worker  to  hold  up  her  head 
and  be  proud  of  her  noble  calling,  for  there  is  none 
grander  in  the  world.  Viavi  workers  are  always  treated 


94 


«To 

know 

how 

to 

do 

is 

to 

have 

pride 

and 

pleasure 

in 

doing." 


with  conspicuous  respect  and  consideration.  They  are 
never  spoken  of  as  vendors  or  peddlers  or  canvassers. 
Leading  women  in  reform  work  are  their  friends,  and 
always  extend  them  valuable  assistance.  Why  is  all  this? 
Simply  because  a  Viavi  worker  represents  and  knows  that 
she  represents  the  greatest  power  for  good  that  modern 
science  has  discovered.  She  has  the  self-confidence  of 
conviction,  the  strength  that  education  can  give,  and  the 
tremendous  power  that  human  sympathy  and  usefulness 
bestow.  People  who  show  that  they  know  what  they  are 
doing  and  that  they  have  the  power  to  do  it  are  an  invin_ 
cible  force  the  world  over.  When,  added  to  that  power, 
we  have  the  grand  worth  of  the  remedy  itself,  and  the 
sublime  consciousness  that  by  its  dissemination  we  are 
fulfilling  the  highest  destiny  to  which  a  mortal  can 
aspire,  where  is  the  obstacle  that  could  daunt  the  heart 
that  bears  it  ?  We  should  let  the  very  consciousness  of 
this  invincible  power  emanate  and  radiate  from  us  on  all 
occasions.  We  must  show  by  every  word  and  act  tha; 
Viavi  can  cure  rather  than  that  it  wzV/cure.  In  support 
of  this  positive  conviction  —  which  is  more  than  a  faith  — 
we  have  mountains  of  proof  that  nothing  can  overthrow. 
All  that  is  necessary  for  a  complete  conquest  of  all  we 
meet  is  to  put  into  their  minds  the  knowledge  and  con- 
science from  which  our  conviction  sprang. 

Frequently  workers  say  cheerily  that  they  "  had  no 
difficulty  in  interesting  the  lady."  That  is  not  sufficient, 
for  had  it  been,  a  sale  would  have  been  effected.  A  nat- 
ural, intelligent  desire  for  the  remedy  had  not  been 
created.  If  the  lady  has  been  brought  to  the  proper  state 
of  conviction  —  which  means  to  say  merely  that  if  she 
has  been  properly  informed  by  the  worker  —  she  will 
have  so  strong  a  desire  for  the  remedy  that  she  will  over- 


95 


"Application 

cannot 

be 

divided 

or 

parted, 

for 

then 

it 

ceases 

to  be 

application." 


come  the  most  stubborn  obstacles  in  the  way  of  raising  the 
money.  But  even  those  with  whom  money  is  easy  want 
a  full  value  received.  People  will  not  waste  their  money. 
They  must  be  shown  that  Viavi  is  worth  infinitely  more 
than  they  are  asked  to  pay  for  it.  To  this  end  they 
will  need  to  be  shown  the  difference  between  Viavi  and 
any  other  preparation  announced  to  cure  similar  diseases. 
As  there  is  no  remedy  in  existence  that  has  done  an 
amount  of  good  anywhere  near  that  done  by  Viavi,  or 
that  is  as  extensively  used,  or  that  has  accomplished  so 
wonderful  results  in  cases  which  the  physicians  had  aban_ 
doued  as  incurable,  so  there  can  be  no  remedy  that  in  any 
sense  equals  it.  When  an  objection  to  the  puichase  is 
offered  we  know  that  a  sufficient  desire  for  the  remedy 
has  not  been  created. 

One  of  the  most  experienced  Viavi  workers  once 
said:  "  I  firmly  believe  we  do  the  sufferer  an  injustice 
when  we  leave  her  without  making  the  sale,  for  we  start 
her  thinking  about  her  troubles;  she  realizes  that  she 
must  neglect  herself  no  longer,  but  as  we  did  not  con- 
vince her  that  Viavi  would  cure  her,  she  places  herself 
under  some  other  treatment,  and  the  final  outcome  of  it 
may  be  a  dreadful  operation.  Our  duty  is  not  done 
unless  we  make  the  sale." 


f 


CHAPTER  iv. 

IRST  LESSON, 


fa)  INTRODUCTION.  — Importance,  impression, 
effects. 

(b)  RECEPTACLE  FOR  PLATE  BOOK.— Pocket, 
bag,  satchel. 

(c)  POSITION.— Of   chair,    when    sitting,    when 
standing. 

(d)  PLATE  BOOK.— Holding  and  pointing.     Tones 
and  manner  of  speaking. 

as      .  (e)     REPEAT  AND  ANALYZE  TO  PLATE  1 1.— Show 

if  the  plan  and  object  of  this  portion  of  the  description,  and 

you  the  first  plate. 

were  (f)     TAKING  NOTES.— Have  the  worker  provide 

, .  herself  with  a  note  book.     Encourage  the  systematic  tak- 

forever."  ing  of  notes- 

(g)  TESTIMONIALS. — ASSIGN  A  TESTIMONIAL  ON 
LEUCORRHOEA  to  be  memorized  as  to  facts,  not  verbatim. 
Make  them  individual  and  personal.  Their  value;  how 
to  use  when  selling.  Facts  to  be  memorized.  Do  not 
paste  them  or  have  them  loose  in  plate  book.  Refer  to 
them  as  cases  brought  to  your  notice. 

(h)  SPECIAL  IDEA. —  Importance  of  earnest,  con- 
stant effort. 


97 


"  Whatever 

is 

done 

needs 

to 

be 

done 

well." 


INTRODUCTION.— The  importance  of  the  intro- 
duction should  never  be  lost  sight  of  in  a  single  lesson. 
By  some  illustration  more  forcible  than  any  before,  im- 
press on  the  worker  the  need  of  care  and  tact  in  this 
stage  of  her  interview,  and  make  her  go  through  it  again 
and  yet  again.  Here  is  where  the  worker  must  call  into 
use  all  her  powers  of  analyzing  human  nature.  She 
approaches  the  person  and  the  impression  is  either  favor- 
able or  unfavorable.  If  she  be  so  unfortunate  as  to  make 
an  unfavorable  impression,  the  usual  result  is  no  sale. 
People  are  not  all  alike;  some  will  appreciate  a  cordial 
handshake,  while  others  will  resent  it.  She  must  be 
governed  by  her  judgment  in  these  things.  Some 
workers  break  right  into  their  business  unceremoniously 
and  with  undue  haste,  thereby  shocking  the  lady  in 
such  a  way  that  she  does  uot  recover  from  it;  others  fall 
into  the  opposite  extreme  and  visit  too  long  before 
introducing  their  business. 

RECEPTACLE  FOR  PLATE  BOOK.— At  the  begin- 
ning the  representative  should  provide  herself  with  a 
receptacle  for  her  plate  book.  It  should  not  be  carried 
about  wrapped  up  in  paper  and  tied  with  string  even 
during  the  time  of  the  drill.  The  representative  should 
decide  what  she  is  going  to  use  and  provide  herself  with 
that  from  the  beginning,  so  that  she  will  get  in  the  habit 
of  doing  a  thing  properly  and  in  good  form  from  the 
beginning. 


98 

Some  workers  carry  the  plate  book  in  a  satchel, 
others  in  neat  cases  made  just  the  length  and  width  of 
the  plate  book,  and  capable  of  holding  a  complete  line 
of  samples.  The  latter  is  one  of  the  neatest  methods  of 
carrying  the  remedy,  as  the  packages  do  not  become 
soiled  and  it  has  a  business-like  appearance.  We  recom- 
mend it.  The  objection  to  carrying  the  plate  book  in  a 
satchel  or  leather  case  as  mentioned  is  that  when  it  is 
seen  by  the  patron  she  begins  to  surmise  the  object  of 
the  call,  whereas,  if  the  plate  book  and  remedy  are  in 
a  shopping  bag,  the  representative  may  make  a  call,  but 
it  is  not  necessary  for  her  to  mention  her  business  unless 

the  time  is  opportune. 
' '  Home-grown 
virtues  Should  the  lady  have  company,  or  for  some  other 

cannot  reason  it  might  seem  best  not  to  broach  the  subject  at 

be 

counterfeited."     that  ^me'  ^  *s  possible  to  pass  on  without  her  knowing 

the  nature  of  the  call.  The  worker  may  easily  retire  by 
saying:  "I  see  that  you  are  engaged;  you  will  kindly 
pardon  me  for  interrupting.  I  will  withdraw,  as  I  desire 
to  see  you  when  you  are  at  your  leisure.  Will  you  kindly 
mention  a  time  when  it  will  be  more  convenient  for  you? 
I  will  make  a  note  of  it  that  it  may  not  escape  me."  If 
it  is  possible,  make  a  positive  appointment.  It'is  always 
well,  when  speaking  as  above,  to  take  out  a  little  book 
in  which  appointments  should  be  kept  and  "suit  the 
action  to  words,  by  "jotting  down"  the  appointment. 


99 

Frequently  a  definite  and  positive  appointment  can  be 
made  under  the  most  adverse  circumstances,  when  other- 
wise a  withdrawal  might  be  made  without  an  appoint- 
ment. 

During  the  drill  the  worker  should  always  use  the 
introduction  and  her  receptacle  for  plate  book  whenever 
she  enters  your  room.  There  is  a  special  reason  for  this. 
If  she  does  not  approach  the  trainer  each  time  as  though 
she  were  a  person  being  called  upon,  she  will  likely  be 
abrupt  and  ill  at  ease  in  this  part  of  the  interview.  Have 
her  step  in  and  say,  "  How  do  you  do?  This  is  Mrs. , 

is  it  not?"     Speak  of  general  topics  and  do  not  shake 

"  It 

her   by  the   hand  as  she  may  expect.     Introduce  such 

strong  various  experiences  as  she  will  meet.     One  will  be  sur- 

impulse  prised  how  much  training  is  necessary  on  this  point.     It 

to  is  all  very  embarrassing  to  the  beginner,  but  she  will  get 

+ive  over  that  if  she  perseveres. 

A 

life  POSITION.—  The  ease,  grace  and  success  with  which 

out  the  interview  is  conducted,  and  the  sale  is  made,  depend 

*°  very  much  on  the  position  which  one  can  assume;  if  it 

fjtf* 

be  uncomfortable,  it  is  likely  to  distract  the  attention  of 
end." 

the  saleswoman  or  that  of  the  patron,  and  therefore  it  is 

necessary  always  to  obtain  the  best  position  possible.  The 
saleswoman  should  sit  or  stand  to  the  left  of  the  parton; 
the  left  foot  should  be  in  advance  of  the  chair  on  which 
the  patron  is  sitting  and  the  right  foot  to  the  side.  The 
patron  can  then  easily  see  the  plates. 

HOLDING  THE  PLATE  BOOK.— The  holding  of 
the  plate  book  is  also  a  very  important  point.  It  should 
be  held  on  the  last  three  fingers  of  the  left  hand,  with 
the  thumb  and  forefinger  as  a  support  at  the  back  of  the 
plate  book.  By  pressing  the  second  finger  on  the  leaf 
at  the  bottom  of  the  page,  it  will  slightly  elevate  the  up- 


the 

greatest 

order 

regulate 

the 

actions 

of 

your 

life." 


per  corner  of  the  leaf,  so  that  one  plate  at  a  time  can  be 
easily  caught  by  the  forefinger  of  the  right  hand  in  turn- 
ing the  page.  These  details  should  be  watched  very  care- 
fully, and  very  accurately.  The  beginner  should  be 
taught  to  handle  the  plate  book,  going  right  through  the 
description  each  time  in  this  way. 

Systematic  and  positive  pointing  should  always  be  in 
harmony  with  the  impressive  tones  and  earnest  manner 
in  which  the  words  are  being  spoken,  as  by  this  harmony 
of  action  and  speech  a  more  effective  impression  can  be 
made  on  the  listener.  Nothing  is  more  awkward  than 
to  listen  to  a  person  speaking  who  points  either  too 
early,  too  late,  or  entirely  out  of  place. 

The  finger-nails  should  be  clean  and  neatly  trimmed; 
the  pointing  should  be  done  with  the  index  finger,  and 
should  carry  strength  and  force  with  it. 

ANALYSIS  OF  DESCRIPTION.— The  beginner 
should  be  taught  in  memorizing  that  it  is  necessary  always 
to  memorize  aloud,  and  to  search  for  the  object  of  each 
sentence  in  the  description.  She  will  not  do  this  unless 
she  is  impressed  with  the  fact  that  the  description  has 
been  very  carefully  worked  out  by  persons  of  great  ex- 
perience and  wisdom,  and  that  each  sentence  represents 
a  vast  amount  of  study  and  knowledge. 

It  will  be  much  easier  for  students  to  memorize  if 
they  have  a  complete  idea  of  the  plan  and  purpose  of  the 
description.  What  is  it  all  for?  To  educate  the  patron 
on  the  subject  of  her  own  physical  being.  Most  people 
are  deplorably  ignorant  concerning  themselves,  and  they 
can  be  instructed  in  a  way  that  will  interest  them.  Why 
instruct  them  ?  This  is  necessary  in  order  that  they  may 
comprehend  their  condition  and  conceive  a  desire  to  bet- 


101 


"If 

you 

would 

create 

something, 

be 

something." 


ter  it.  In  short,  all  the  processes  of  the  Viavi  business 
are  educational;  the  sellers  have  to  be  educated  to  sell 
and  the  patients  to  buy. 

It  is  absolutely  necessary  to  explain  each  part  of  the 
description  yet  to  be  memorized;  this  will  facilitate  the 
work  by  creating  a  lively  interest  in  it  and  an  under- 
standing of  its  meaning  and  purpose.  For  instance,  what 
is  the  object  in  quoting  what  Dr.  Cowan  and  the  other 
eminent  authorities  say  about  the  number  of  women  who 
are  sick?  It  is  to  impress  upon  the  patient's  mind  the 
serious  fact  that  in  the  case  of  any  given  woman — in 
her  own  case  —  the  presumption  is  exceedingly  strong 
that  she  is  not  well;  that  those  who  know,  and  who  are 
unquestioned  authorities,  declare  that  "  probably  not  one 
woman  in  a  thousand  enjoys  perfect  health;"  that  "  nine 
out  of  every  ten  women  are  sick."  Then  the  authority 
carries  us  along  to  the  fact  that  "  four-fifths  of  the  diffi- 
culties with  which  women  suffer  have  their  origin  in  the 
uterine  organs. ' '  And  this  plate  shows  how  this  can  be  so. 

Four-fifths  of  women's  troubles,  no  matter  where 
they  may  exist  in  the  body,  have  their  origin  in  the 
uterine  organs,  and  can  be  cured  by  putting  those  organs 
in  a  healthy  condition,  and  by  no  other  means.  The 
plates  and  description  show  how  various  parts  of  the  body 
may  become  diseased  through  derangement  of  those  or- 
gans. If  the  student  imbibes  this  idea  thoroughly  and 
endeavors  to  express  it  in  the  words  of  the  description  in 
a  natural  way,  she  will  find  the  description  easy  to  memo- 
rize. 

The  description  of  the  plate  itself  has  the  primary 
object  of  showing  how  the  various  parts  of  the  body  may 
become  diseased  through  derangements  of  the  uterine 
organs,  but  it  begins  by  showing  the  circulation  of  the 


102 


"The 

trained 

mind 

is 

the 

best 

keeper 

of 

the 

clear 

conscience.1 


blood,  because  every  woman  knows  that  her  body  con- 
tains blood  and  that  the  blood  circulates;  it  is  an  easy 
matter  to  lead  the  patron  from  these  familiar  facts  to 
others  with  which  she  is  not  acquainted,  and  the  process, 
as  embodied  in  the  description,  is  so  simple  and  the  in- 
struction so  clear  that  the  patron  will  readily  become 
deeply  interested.  Kxplain  congestion,  inflammation, 
ulceration,  leucorrheal  discharge,  and  the  necessary  ef- 
fects of  these  abnormal  conditions,  such  as  "  backache," 
"sour  stomach,"  "palpitation  of  the  heart,"  "cold  feet," 
"a  feeling  of  languor,"  "dejection,"  "sadness,"  "mel- 
ancholia," etc.,  and  then  incidentally  the  absorption  of 
the  food  into  the  portal  system  and  then  into  the  blood; 
and  finally,  at  the  conclusion  of  the  plate  description,  the 

worker  will  say :     "  You  see,  Mrs. ,  how  all  parts  of 

the  body  may  become  affected  through  some  derange- 
ment of  the  generative  organs. ' '  Just  as  it  is  easy  to  con- 
ceive how  a  plot  of  ground  will  look  when  the  map  is  laid 
before  us  giving  us  its  avenues  and  subdivisions,  so  will 
the  student  have  a  better  conception  of  the  description 
if  its  plan  and  purpose  are  shown  and  explained. 

A  NOTE-BOOK.— The  drill  is  greatly  facilitated  by 
the  use  of  a  note-book,  in  which  the  beginner  notes  down 
the  ideas  advanced  by  the  trainer.  These  notes  should 
be  very  brief,  for  if  they  are  too  copious  they  distract  the 
beginner's  attention  in  writing  them  and  relieve  her  too 
much  of  the  necessary  taxing  of  the  memory.  A  catch- 
word or  two  on  every  new  idea  will  be  sufficient  to  recall 
the  whole  subject  to  the  memory.  These  notes  will  be 
valuable  for  study  every  night  after  the  day's  lesson, 
and  the  necessity  for  this  kind  of  study  should  be  im- 
pressed upon  her  mind.  She  should  also  be  instructed 
to  preserve  the  notes  and  frequently  refer  to  them  after 
she  has  engaged  in  the  work  actively;  otherwise  some- 


io3 


cultivated 

woman 

is 

a 

teacher 

of 

men." 


thing  important  is  sure  to  be  forgotten  and  may  never  be 
recalled. 

TESTIMONIALS. — There  is  no  aid  so  strong, 
if  properly  used,  as  testimonials.  Always  use  testimoni- 
als on  leucorrhoea  for  that  disease,  not  one  on  tumors, 
cancers,  etc.  We  find,  however,  that  many  use 
them  imperfectly,  and  as  a  result  lose  many  sales.  Tes- 
timonials should  be  memorized  as  to  the  facts.  They 
ought  not  to  be  pasted  in  the  plate  book;  they  should 
not  be  loose  between  the  leaves,  as  they  are  liable  to  fall 
to  the  floor,  and  thus  distract  attention.  It  is  often  nec- 
essary to  introduce  them  into  various  parts  of  the  de- 
scription, to  impress  a  point,  to  clinch  a  fact. 

Neither  should  they  be  placed  in  the  bottom  of  the 
satchel  or  bag;  nothing  detracts  so  much  in  making  a 
sale  as  to  be  obliged  to  hunt  among  a  dozen  things  that 
may  be  in  the  bag  in  order  to  find  a  testimonial,  and  then 
to  discover  that  it  is  all  soiled  and  crumpled.  If  they  are 
read,  the  worker  often  stumbles  over  the  difficult  words. 
This  is  worse  than  not  having  the  testimonial  at  all.  The 
very  sight  of  a  printed  testimonial  often  arouses  antago- 
nism in  the  mind  of  the  would-be  patient;  therefore  the 
best  thing  to  do  is  to  learn,  as  to  facts,  one  or  two  or  more 
testimonials  concerning  each  of  the  diseases  with  which 
Viavi  is  used,  and  to  speak  of  their  writers  in  a  personal 
way.  Take  one  for  each  lesson  and  use  it  while  drilling. 
Assign  one  or  two  on  leucorrhea.  The  worker  can  easily 
say:  "  A  case  came  to  my  knowledge  of  a  lady  who  suf- 
fered with  leucorrhea  for  many  years,"  and  then  give  the 
details  of  the  case.  As  a  result  the  testimonial  will  be 
effective,  much  more  so  than  any  introduced  in  any  other 
way. 

Testimonials  are  facts.     They  are  histories  of  heart- 


104 


"Four 

purpose, 

like 

an 

amulet, 

will 

guard 

you 

from 

failure." 


aches,  of  pains,  of  broken  lives,  of  desolate  homes,  of  un- 
happy children,  of  disappointed  mothers,  of  discouraged 
fathers,  and  of  health  and  happiness  at  last.  We  should 
make  them  tell  the  story  which  is  really  there.  In  pro- 
portion as  the  worker  will  put  life  and  nature  into  these 
testimonials,  she  will  be  successful.  To  bring  out  the 
printed  testimonials  is  like  throwing  a  cold,  wet  blanket 
over  one  who  is  perspiring.  There  is  perhaps  no  one 
part  of  the  general  trade  that  has  been  so  demoralized  as 
the  use  of  testimonials  to  urge  the  sale  of  remedies.  It 
is  a  well-known  fact  that  many  of  them  have  been  pur- 
chased or  forged.  They  have  lost  much  of  their  value. 
Hence  when  a  worker  tells  of  a  woman  who  has  been 
cured,  describes  the  condition  of  her  household,  shows 
how  the  family  were  discouraged,  how  the  husband  had 
given  up  in  despair,  and  then  shows  what  Viavi  has  done 
for  them,  the  listener  becomes  interested  at  once;  she  is 
led  to  know  and  feel  the  great  truth  that  we  are  trying 
to  teach  her,  that  Viavi  is  for  her. 

One  of  the  greatest  stumbling  blocks  that  a  worker 
can  have  in  her  way  is  her  being  obliged  to  take  out  a 
printed  testimonial  before  she  can  tell  a  woman  about  it. 
If  our  workers  could  realize  that  this  may  be  the  last  ap- 
peal to  the  woman  to  whom  they  are  talking,  they  would 
work  with  greater  energy  and  more  determination.  We 
could  mention  many  cases  where  homes  have  been  broken, 
where  lives  have  been  sacrificed,  where  children  have 
been  made  motherless  and  homeless,  and  all  this  might 
have  been  avoided  if  the  worker  who  brought  Viavi  to 
their  knowledge  had  been  sufficiently  enthused  to  im- 
press the  sufferer  with  the  fact  that  Viavi  would  cure  her. 

After  showing  the  plate  and  analyzing  the  descrip- 
tion to  these  points  in  general,  recite  the  portions  of  the 


105 


"For 

idleness 

there 

is 

no 

remedy 

so 

effective 

as 

training." 


description  to  be  memorized  before  the  next  lesson. 
Take  the  sentence  and  analyze  it,  giving  the  worker  the 
correct  idea  of  what  it  means  and  what  its  object  is,  dwell- 
ing on  the  strong  parts  of  each  sentence  to  fix  them  firmly 
on  the  mind.  If  this  be  done  properly,  the  terror  of 
memorizing  will  leave  the  beginner's  mind;  she  will  see 
the  value  of  it  and  will  work  earnestly. 

SPECIAL  IDEA. —  At  each  lesson  a  special  idea  upon 
some  point  which  it  is  desired  to  sink  deeply  into  the 
mind  of  the  worker  should  be  taken  up.  The  first  lesson 
could  be,  "  Everything  of  worth  is  the  result  of  hard,  la- 
borious effort;  an  unrelenting  zeal  in  the  overcoming  of 
innumerable  barriers  and  obstacles.1'  A.  T.  Stewart,  the 
celebrated  dry-goods  merchant,  started  in  at  the  very  bot- 
tom and  rose  to  the  greatest  eminence  —  not  because  of 
any  special  advantage,  but  as  the  sheer  result  of  his  in- 
domitable courage.  It  is  human  to  envy  those  who  have 
successfully  mounted  the  ladder;  and  yet  the  same  ave- 
nues are  open  to  everyone  possessed  of  pluck  and  de- 
termination. Success  is  the  outcome  of  hard  work;  not 
of  idle  longings  or  vain  wishes.  A  worker  of  the  right 
caliber  will  never  allow  herself  to  feel  discouraged  over 
anything.  Instead  of  wasting  her  time  in  vain  regrets, 
she  will  compel  success. 

It  is  absolutely  necessary  that  the  idea  of  hard  work, 
concentration  of  effort  and  concentration  of  time  be  im- 
pressed on  the  worker.  No  lesson  should  pass  unless 
some  one  thought  on  the  various  lines  should  be  spoken 
of.  It  is  a  good  plan  for  the  trainer  to  take  such  an  idea 
and  develop  it  at  the  first  lesson,  and  other  ideas  bearing 
upon  the  work  and  upon  the  worker  at  each  lesson,  using 
this  method  gradually  to  develop,  build  and  strengthen 
the  worker. 


io6 


CHAPTER  v. 


>ECOND  LESSON, 


"Tie 

value 

of 

a 

life 

is 

measured 

by 

its 
aim." 


(a)  EXAMINE  POCKET,  PLATE  BOOK.— Do  not 
allow  plate  book   to  contain  any   loose  papers  or  testi- 
monials. 

(b)  REVIEW. —  Introduction;  position  for  holding 
plate  book;  pointing. 

(c)  REPEAT. — Have  worker  repeat  parts  of  descrip- 
tion and  plates  assigned  to  her. 

(d)  EXPLAIN  CONGESTION,  ETC.— Explain  and 
have  worker  thoroughly  understand  congestion,  inflam- 
mation and  leucorrhea;  how  diseases  of  the  uterine  or- 
gans may,  through  the  medium  of  the  blood,  affect  all 
parts  of  the  body,  and  be  the  cause  of  "pain  in  the  back," 
"sour  stomach,"  "palpitation  of  the  heart,"  "cold  hands 
and  feet,"  "feeling  of  languor,"  "dejection,"  "sadness," 
"melancholy." 

(e)  SPECIAL,  IDEA. — Viavi  cures  because  it  is  a 
vegetable  compound.     How   Viavi  cures  inflammation, 
leucorrhea,  profuse,  scanty,  suppressed  and  painful  men- 
struation. 

(f)  THIRD    LESSON.  — Analyze    description     to 
"  Enlargement,"  the  portions  to  be  memorized  for  third 
lesson.      Assign  testimonial  on  painful  and  suppressed 
menstruation. 


The  trainer  will  find  that  much  of  what  she  tells  the 
beginner  will  have  been  forgotten,  and  it  is  necessary  to 
repeat  and  review  frequently.  During  the  second  lesson, 
it  is  necessary  to  examine  the  receptacle  for  the  plate 
book,  and  especially  see  that  the  plate  book  does  not  con- 
tain any  loose  papers,  testimonials,  notes,  letters  or  any- 
thing that  would  be  likely  to  drop  out  while  explaining 
the  plates  and  distract  the  attention  of  the  listener. 

REVIEW.— The  position  of  holding  the  plate  book, 

the  position  of  sitting,  the  relation  of  the  saleswoman  to 

the  would-be  purchaser  should  be  reviewed  thoroughly 

and  commented  upon.     The  worker  should  then  repeat 

the  portions  of  the  description  that  she  has  learned,  with- 

"  Never  out  interruption.     Her  best  effort  will  be  secured  in  that 

be  way.     Then  she  can  go  over  it  again,  her  mistakes  being 

satisfied  noted,  and  she  should  be  impressed  with  the  necessity  of 

Vt^//  /I 

.,     ,  the  description  being  memorized  verbatim.     Ifsheunder- 

you  stands  the  part  memorized,  and  what  it  aims  to  accom- 

have  plish,  she  will  make  rapid  progress.     If,  however,  she  has 

accomplished."    memori/ed  in  the  dark,  as  it  were,  she  is  very  likely  to 

stumble  and  feel  disturbed.     Repeat  again  and  again  the 

plans  and  the  object  of  the  portion  assigned  to  her. 

* 

Much  pains  should  be  taken  to  show  the  change 
which  takes  place  in  congestion,  how  the  blood  may 
gather  in  one  part  of  the  body  from  many  causes,  such 
as  cold,  overwork,  over-study,  worry,  improper  care  dur- 
ing pregnancy  and  at  childbirth,  excesses,  and  in  many 
other  ways.  If  one  part  becomes  congested  and  holds  a 
larger  portion  of  blood  than  is  necessary  in  that  part  of 
the  body,  the  other  parts  of  the  body  must  be  robbed. 
Then  after  a  gathering  of  the  blood,  congestion  and  in- 
flammation begin,  heat,  redness,  swelling  or  enlarge- 
ment and  pain  follow  unless  the  process  is  stopped;  there 


io8 


"Right 

acting 

is* 

the 

result 

of 

right 

thinking." 


is  a  breaking  down  of  the  tissues,  and  ulceration,  abra- 
sions, abscesses,  etc. 

Leucorrhea  is  the  result  of  the  increased  supply  of 
blood  to  the  mucous  glands  in  the  uterus  and  vagina; 
the  same  thing  which  produces  this  leucorrhea,  namely, 
congestion  and  inflammation,  produces  other  conditions 
in  the  body;  for  instance,  backache  is  undoubtedly  due 
to  congestion  of  the  blood  in  the  spine,  caused  by  the 
uterine  irritation,  which  has  been  transmitted  to  the 
nerve  centers  of  the  spine.  We  may  say  that  backache 
is  due  to  two  conditions  —  congestion  through  the  circu- 
lation and  irritation  through  the  nervous  system.  Sour 
stomach  is  due  to  the  fact  that  the  system  is  affected  by 
this  congestion;  the  circulation  of  the  organ  is  deranged, 
the  gastric  juices  no  longer  perform  their  accustomed 
work,  and  as  a  result  the  foods  ferment,  producing  gas, 
causing  the  stomach  and  bowels  to  distend.  There  is 
pressure  against  the  heart,  which  often  produces  "pal- 
pitation." Congestion  of  the  blood  in  the  organs  is  so 
great  that  the  limbs  are  robbed  of  the  quantity  necessary 
to  keep  them  warm;  hence  "  cold  hands  and  feet."  "  A 
feeling  of  languor,  dejection,  sadness,  melancholy,"  is 
undoubtedly  due  to  the  fact  that  the  blood  is  filled  with 
impurities,  and  the  brain,  absorbing  them,  produces 
those  symptoms.  The  faint  feeling  is  occasioned  by  lack 
of  blood  in  the  brain.  It  can  be  explained  how  the  lungs, 
endeavoring  to  relieve  the  blood  of  these  impurities,  be- 
come over-taxed;  then  congestion-inflammation  arises, 
producing  bronchitis  or  even  deeper  troubles,  as  pneu- 
monia, etc.  If  the  patient  has  a  tendency  to  consump- 
tion, that  disease  may  be  developed;  so  with  all  the  organs 
of  the  body. 


By  this  it  can  be  shown  that  congestion-inflamma- 


109 


"  What 

sunlight 

is 

to 

the 

eye, 

education 

is 

to 

the 

intellect.'' 


tion  may  so  affect  the  uterine  organs  that  the  other  or- 
gans in  sympathy  may  be  affected  throughout  the  entire 
body.  It  is  not  enough  simply  to  have  the  worker 
memorize  the  description,  and  state  to  her  that  such  and 
such  a  disease  may  be  caused  by  uterine  troubles.  If  she 
is  able  to  follow  the  course  of  the  blood  in  its  changed 
condition  to  the  nerve  centers,  to  the  spine,  to  the  stom- 
ach, to  the  lungs,  to  every  organ  in  the  body,  she  will 
soon  be  able  to  show  those  who  suffer  what  the  result  of 
the  diseased  condition  of  the  uterine  organs  may  be,  and 
its  effect  upon  the  entire  system. 

It  is  necessary  to  explain  to  the  workers,  and  have 
them  thoroughly  understand,  the  force  of  the  sentence, 
"Probably  not  one  woman  in  a  hundred  enjoys  perfect 
health."  They  may  not  have  thought  of  it  at  all;  they 
may  have  done  so  only  in  a  general  way,  and  it  is  neces- 
sary to  make  it  so  absolutely  pointed  that  they  realize  the 
force  of  it.  Then,  continuing  your  talk,  take  up  the  next 
sentence :  "  Nine-tenths  of  the  women  are  sick  "  — not 
merely  ailing,  but  absolutely  suffering;  and  that  "  four- 
fifths  of  their  difficulties  have  their  origin  in  the  uterine 
organs;"  that  the  plate  which  they  are  presenting  to  the 
prospective  purchaser  makes  it  clear  how,  through  the 
circulation  of  the  blood,  every  organ  in  the  body  may  be 
more  or  less  diseased. 

Being  satisfied  that  the  beginner  can  now  pass  on, 
the  next  portion  of  the  description  should  be  analyzed 
by  the  trainer,  taking  sentence  by  sentence,  beginning 
with,  "  Here  are  the  derangements  of  menstruation." 
The  worker  should  be  impressed  with  the  fact  that  many 
diseases  begin  at  this  time,  and  then  after  mentioning 
that  the  absence  of  menstruation  is  frequently  the  fore- 
runner of  consumption,  she  should  be  shown  the  condi- 


no 


"There 

is 

little 

influence 

where 

there 

is 

not 

great 

sympathy." 


tion  of  the  womb  during  menstruation  ;  and  so  passing 
on  through  the  description,  stopping  to  explain  the  causes 
and  conditions  present  in  painful,  suppressed,  irregular 
and  profuse  menstruation  and  the  symptoms  that  follow. 

The  plates  are  usually  hurried  over  instead  of  time 
being  taken  to  show  detail ;  the  time  must  be  given  to 
the  description  to  make  it  interesting  and  effective.  Time 
should  be  taken  to  have  the  worker  understand  the  nat- 
ural position  of  the  uterine  organs,  the  relation  of  the 
bladder  to  the  uterus  and  vagina,  and  their  changed 
position  in  retro  version,  terminating  the  lesson  at  "  En- 
largement of  the  Womb." 

SPECIAL  IDEA.—  This  lesson  is  particularly  good 
to  show  how  Viavi  cures.  The  worker  has  begun  to  see 
how  diseases  are  caused ;  she  now  understands  how  the 
symptoms  of  backache  may  be  produced,  and  one  symp- 
tom after  another  has  been  explained  to  her  so  that  she 
can  see  just  how  these  things  can  be.  Now  the  next 
point  of  importance  is  to  teach  her  how  Viavi  can  change 
these  conditions.  For  instance,  under  the  subject  of 
menstruation  we  speak  of  Viavi  curing  profuse  and  ab- 
sent menstruation,  apparently  two  directly  opposite  con- 
ditions. The  worker  must  be  taught  that  Viavi  is  a 
vegetable  compound,  that  the  Creator  in  making  man 
arranged  the  body  so  that  vegetable  compounds  could  be 
taken  into  the  system  through  the  process  of  absorption, 
and  that  by  arranging  them  in  the  proper  form  the  vege- 
table matter  cannot  only  be  absorbed  by  the  stomach, 
but  also  through  the  skin  and  through  the  mucous  mem- 
brane of  the  body;  that  Viavi  assists  Nature  and  allows 
heTtb  perform  her  functions  naturally.  Tn  the  two  cases 
mentioned  that  of  profuse  menstruation  may  be  due  to  a 
weakened  condition  of  the  muscular  fibers  of  the  uterus 


IIJ 


"  Coming 

to 

the 

point 

is 

the 

law 

of 

achievement." 


and  to  a  lack  of  tone.  By  absorbing  the  remedy,  the 
fibers  become  stronger,  and  the  uterus  regains  its  tone 
and  is  able  to  control  the  menstruation 

On  the  other  hand,  absent  menstruation  may  be  due 
to  the  fact  that  the  tissues  are  not  developed  enough. 
Viavi,  being  absorbed  and  taken  into  the  blood,  is  carried 
to  these  tissues,  and  they  grow  and  develop  and  naturally 
perform  their  functions.  In  inflammation  Viavi  is  ab- 
sorbed, and  the  nerve  centers  are  strengthened  and  able 
to  control  the  circulation  of  the  blood;  the  walls  of  the 
arteries  themselves  are  made  stronger,  gain  tone  from 
new  blood;  the  circulation  is  increased  in  that  portion  of 
the  body  where  the  remedy  is  absorbed-  lew  blood  is 
brought  there,  giving  life  and  vigor  ana  energy  to  the 
part.  Apply  these  principles  to  the  cure  of  inflammation 
and  leucorrhea,  so  that  the  worker  understands  and  can 
explain  them. 

It  is  well  always  in  talking  concerning  Viavi  to  im- 
press on  the  worker  that  it  is  not  the  skill  of  man  that 
promotes  the  cure  with  Viavi  any  more  than  it  is  the 
miller  that  causes  the  child  to  grow  when  fed  on  wheat. 
The  effect  of  Viavi  does  not  wholly  depend  on  the  skill 
of  its  manufacturers,  but  from  the  fact  that  its  power  has 
been  given  to  it  by  Nature,  and  that  it  assists  these  or- 
gans by  giving  them  strength,  by  feeding  them.  When 
a  worker  understands  these  points  she  will  readily  see 
that  if  the  blood  can  be  changed  by  the  use  of  Viavi,  the 
function  can  be  made  normal,  and  thai  all  parts  of  the 
body  must  be  benefited  in  proportion  as  the  uterine  or- 
gans are  benefited.  These  facts  can  be  demonstrated  by 
the  testimonial,  and  it  is  at  these  points  we  would  sug- 
gest the  use  of  testimonials  by  the  trainer.  It  is  best 
not  to  use  the  printed  ones,  but  to  cite  cases  which  the 


112 


"Scattered 

forces 

never 

win 

a 

battle." 


trainer  may  have  met  personally  or  learned  from  testi- 
monials. In  this  way  two  things  are  accomplished;  one 
is  the  proving  of  the  fact  that  has  been  taught,  the  other 
is  the  illustration  of  how  to  use  testimonials  when  selling. 
Assign  testimonial  on  the  diseases  of  menstruation,  to  be 
memorized  as  to  the  facts  of  the  case. 

The  fact  that  Viavi  cures  should  be  followed  up  by 
another  suggestion;  that  is  that  the  saleswoman  should 
be  constantly  on  the  alert  to  ascertain  what  the  trouble 
is  with  the  lady  to  whom  she  is  talking,  and  devote  her 
energies  largely  to  explaining  how  the  Viavi  remedies 
will  cure  her  case.  There  is  no  way  in  which  a  sufferer 
is  so  lifted  up  and  interested  as  to  tell  her  of  a  case  simi- 
lar to  her  own.  We  may  talk  to  her  of  the  thousands  of 
cures  which  Viavi  has  made  in  other  kinds  of  cases,  but 
unless  we  prove  how  Viavi  can  cure  her  case  —  how  it 
can  enter  the  tissues  of  her  body,  how  it  can  cause  the 
circulation  to  become  normal,  how  it  can  reduce  the 
tumor,  how  it  can  develop  the  organs,  how  it  can  give 
strength  to  the  weakened  parts,  how  it  can  stop  hemor- 
rhages, how  it  can  cure  leucorrhea — unless  we  can  prove 
this,  the  woman  will  not  use  the  remedy.  When  this 
has  been  proved  then  she  will  want  it.  The  wanting 
must  be  produced  by  what  we  prove  the  remedy  will  do. 
The  woman  feels,  realizes  that  she  is  sick;  she  has  hope 
that  she  can  become  well,  that  she  will  not  always  be 
thus;  but  she  must  feel,  she  must  know  that  Viavi  will 
cure  her  before  she  will  buy.  Let  the  beginner  go  home 
feeling  that  Viavi  will  cure,  knowing  that  it  will,  and 
she  will  enthuse  others. 

ANALYSIS  OF  NEXT  LESSON.  — For  the  third 
lesson  give  down  to  "Enlargements,"  and  analyze  it 
briefly  ;  that  is,  explain  its  general  meaning,  so  that  the 


"The 

waste 

which 

comes 

from 

doing 

poor 

things 

in 

poor 

ways 

keeps 

half 

of 

humanity 

poor." 


beginner  will  have  an  intelligent  comprehension  of  the 
subject.  When  the  meaning  of  a  lesson  to  be  learned  is 
understood,  the  lesson  is  much  easier  to  master.  Thus, 
why  is  it  impossible  to  have  perfect  health  if  there  is  any 
derangement  of  menstruation  ?  We  know  that  the  body 
is  furnished  with  a  number  of  special  organs,  each  with 
a  special  function  to  perform.  If  these  functions  are  not 
properly  performed  we  have  disease.  Menstruation  is 
the  passage  of  certain  elements  out  of  the  system.  When 
pregnancy  occurs  these  elements  no  longer  pass  out,  but 
with  others  go  to  the  growth  and  support  of  the  foetus. 
But  when  pregnancy  is  absent,  there  is  no  use  in  the  sys- 
tem for  the  elements  which  menstruation  removes,  and 
if  these  elements  are  retained,  or  are  removed  irregularly, 
there  is  bound  to  be  disease,  and  if  they  are  removed  too 
copiously  there  is  bound  to  be  such  a  drain  on  the  sys- 
tem as  will  produce  disease.  An  accompaniment  of  dis- 
ease is  pain;  pain  is  the  notice  to  us  of  the  presence  of 
disease.  Any  functional  derangement  means  a  state  of 
disorder  which  requires  regulation.  We  know  that  food 
and  strength  are  the  great  regulating  forces  in  living 
things.  We  know  that  Viavi  has  special  properties  for 
feeding  and  building  up  the  nervous  system,  that  it 
establishes  a  healthy  circulation  of  the  blood  and  removes 
accumulating  impurities,  and  that  in  these  ways  it  does 
away  with  all  derangements  of  menstruation  and  with 
the  pains  to  which  these  derangements  give  rise. 

Then  the  learner  should  be  assigned  testimonials  on 
painful  and  suppressed  menstruation,  and  they  should  be 
read  and  pictured  to  her  in  an  impressive  and  life-like 
way. 


CHAPTER  vi. 


fefflRD  LESSON, 


"JVb 

traveler 

is 

contented 

with 

a 

lantern 

when 

he 

might 

have 

the 

sun." 


(a)  REVIEW. — Review  portions  of  description  com- 
mitted; know  that  the  worker  understands  the  process  of 
menstruation,  the  correct  position  of  the  uterine  organs 
and  how  they  are  supported;  also  various  displacements, 
size  of  the  womb  and  enlargements. 

(b)  INTERRUPTIONS.  — Make  such  interruptions 
and  objections  as  one  would  be  likely  to  find  in  the  actual 
work:     "I  have  used  Via  vi;  it  did  not  cure  me;"   "I  am  not 
sick;"   "  I  have  a  doctor." 

(c)  OBSTACLES.  — What  they  are  and  how  over- 
come. 

(d)  REPORTS  AND  CORRESPONDENCE. —Ne- 
cessity of  regular  reports,  which  are  guides  to  the  office 
for  advising  and  assisting  worker;  show  how  made.     Cor- 
respondence brief. 

(e)  SPECIAL   IDEA. — How   Viavi  cures   enlarge- 
ment and  displacement,  prevents  and  cures  laceration, 
hardened,  inflamed  and  enlarged  ovaries. 


"Man 
is 


not 
above 
Nature,  but 
in  Nature." 


(f)  FOURTH  LESSON.  — Analyze  description  to 
"These  diseases  are  local,"  etc.  Assign  testimonials  on 
misplacements,  enlargements,  laceration  and  ovarian 
troubles. 

REVIEW  PORTIONS  COMMITTED.— After  re- 
viewing the  portions  committed,  and  going  over  them  un- 
til they  can  be  repeated  naturally  and  smoothly,  it  is  a 
good  plan  to  interrupt  the  worker  with  such  objections 
and  interruptions  as  occur  in  the  actual  work.  This 
should  be  done  when  she  is  off  guard,  to  ascertain  how 
she  would  answer  under  these  circumstances.  At  first  the 
will  stumble  and  hesitate,  and  perhaps  remain  silent,  or 
she  may  say  something  that  is  meaningless.  She  should 
be  shown  how  to  answer  the  objections  to  the  description. 
The  main  point  in  answering  objections  and  questions 
is  not  to  antagonize. 

For  instance,  a  woman  may  say,  "I  have  used  Viavi; 
it  did  not  cure."  "I  am  not  sick."  "I  have  a  doctor." 
"I  know  all  about  your  plates."  "What  is  the  price  of 
the  remedy  ?"  A  splendid  answer  to  the  later  would  be, 
"That  would  depend  entirely  on  the  form  of  treatment 

necessary  in  your  case.  As  you  will  see,  Mrs. ,  this 

cut  shows,"  etc.  The  answer  to  the  interruption  is  made 
so  easily  thus,  that  the  worker  returns  to  the  description, 
and  the  listener  becomes  more  interested.  It  is  always 
well  to  have  the  worker  memorize  the  printed  answers  to 
the  objections  in  the  agent's  "Confidential  Guide,"  on 
pages  4  to  19,  inclusive,  giving  her  one  or  two  each  day 
from  this  time  on.  If  the  lady  should  say  she  has  used 
Viavi  she  should  be  questioned  closely  as  to  when,  how  and 
under  what  circumstances  it  was  used.  There  is  always  a 
good  reason  why  she  did  not  get  good  results.  Viavi  will 
cure,  it  is  always  the  same.  The  reason  of  no  cure  must 


n6 


be  with  the  woman.  It  is  well  to  teach  the  worker  how 
to  anticipate  objections.  For  instance,  suppose  the  worker 
had  an  idea  that  the  woman  would  say  she  is  too  poor, 
or  cannot  afford,  or  that  money  is  too  scarce.  In  illus- 
trating what  Viavi  will  do,  by  using  testimonials,  show 
how  poor  some  of  the  persons  who  gave  the  testimonials 
were,  and  how  they  had  to  plan  or  sacrifice  in  order  to 
obtain  the  remedy.  The  worker  should  also  be  taught,  if 
she  meets  an  objection  she  cannot  answer,  to  write  an 
answer  afterward  and  commit  it,  and  go  over  it  again  and 
again  until  she  is  able  to  meet  the  objection  successfully. 
The  single  idea  of  the  entire  drill  must  be  applied  to 
everything,  namely,  that  nothing  is  gained  without  labor 

"liveryman          of  the  hardest  and  most  persistent  kind. 

h*s  in  OBSTACLES   TO   BE   MET.  — The  next  important 

point  following  the  objections  and  interruptions  are  the 

of  undiscovered    obstacles  that  are  likely  to  be  met  with  in  selling  the 

character."  remedy,  such  as  meeting  those  who  have  used  the  remedy 

only  partially,  or  those  who  had  given  it  up  after  a  very 
short  trial,  or  those  who  would  use  the  remedy  and  make 
it  last  three  or  four  times  as  long  as  it  should. 

Then,  too,  are  the  objections  she  may  meet  with  in  the 
work  and  such  objections  as  come  from  within  herself 
There  is  perhaps  no  more  prolific  source  of  objection  than 
ourselves.  The  weak  points  which  we  find  in  the  worker 
should  be  strengthened,  not  by  finding  fault  with  her, 
but  by  showing  her  how  to  build  on  these  points.  Re- 
member that  in  the  hours  of  study,  not  having  done  any 
committing  for  a  long  time,  she  does  a  great  deal  of  re- 
flecting, and  we  must  remember  that  doubts  are  bound  to 
crop  up,  friends  are  bound  to  discourage.  We  must  there- 
fore, each  time  she  comes  in,  send  her  out  with  added  am- 
munition, added  enthusiasm,  added  confidence,  and  added 


"Happy  is 
he  who  acts 
Columbus  to 
his  own  soul." 


resolution.  Training  does  not  consist  solely  in  having  the 
worker  commit  the  description,  but  in  preparing  and  de- 
veloping the  mind  and  the  whole  nature  of  the  person,  so 
that  she  lends  herself  wholly  to  the  business  and  becomes 
a  part  of  it. 

Let  there  be  no  hesitation  in  showing  discouraging 
reports  of  cases;  they  are  to  be  expected;  and  yet  here  is 
the  case  of  a  lady  who  had  a  terrible  time  with  a  tumor, 
who  had  the  same  doubts  and  uncertainties,  and  who  was 
eventually  cured.  Let  her  see  the  breakers,  but  you  al- 
ways show  her  a  successful  termination  of  the  voyage.  If 
she  is  already  somewhat  discouraged  do  not  talk  so  much- 
of  the  discouraging  features;  talk  more  of  the  encourag- 
ing ones.  Whenever  a  difficulty  is  shown,  a  way  for  over- 
coming it  must  be  produced.  Let  her  not  be  encouraged 
to-day  and  discouraged  to-morrow;  but  both  the  same  day. 
She  must  learn  to  have  faith  in  herself.  Those  who  have 
achieved  greatness  have  gone  forth  in  confidence  and 
labored.  Success  is  not  the  product  of  genius  or  special 
ability,  but  of  patient,  persistent  effort,  backed  by  self-re- 
liance. All  who  succeed  are  workers  in  the  broadest 
sense. 

In  this  way  she  becomes  enthusiastic  over  the  cures 
and  her  convictions  are  deep-seated.  She  also  realizes 
that  success  is  within  her  power;  that  it  does  not  depend 
upon  genius,  but  work.  Women  are  not  accustomed  to 
labor.  They  are  used  to  saving  the  cents,  but  when  it 
comes  to  time,  they  do  not  associate  it  with  money.  The 
old  Romans  had  a  proverb,  "  Omnia  vincit  abor !>  —  "  La- 
bor overcomes  all  things."  This,  like  many  other  prov- 
erbs, is  not  entirely  true.  It  should  be,  "Intelligent  labor 
overcomes  all  possible  things."  It  is  not  an  easy  road  to 
success,  but  its  portals  open  wide  to  all  who  have  no  fear 


n8 


"Truth  is 
non-resistant 
because  its 
enemies 
cannot  last." 


of  work.  In  our  business  labor  is  the  shibboleth ;  it  is 
the  philosopher's  stone  which  turns  all  things  into  gold. 
Idleness  is  the  head  of  Medusa,  which  transforms  all  it 
touches  into  stone. 

REPORTS  AND  CORRESPONDENCE.  —  One  of 
the  surest  guides  to  the  interest  and  enthusiasm  of  the 
worker  is  the  care  or  the  lack  of  it  that  she  exhibits  in  the 
matter  of  reports.  If  her  daily  and  weekly  reports  are 
made  out  carefully  and  regularly,  we  have  a  sure  indica- 
tion that  she  is  striving  to  succeed.  As  a  rule  those  who 
pay  this  attention  to  their  reports  are  the  ones  who  do  the 
largest  business.  This  must  be  so,  as  care  in  the  matter 
of  reports  indicates  care  in  other  directions. 

Regularity  and  care  in  the  making  of  these  reports 
are  vital  to  the  worker's  success.  They  are  the  guide  to 
the  house  that  enables  it  to  ascertain  in  what  way  a 
worker  may  be  helped,  whether  she  is  eminently  success- 
ful or  only  moderately  so.  No  one  in  the  business  is  do- 
ing so  well  but  that  she  ought  to  want  to  do  better.  From 
the  reports  the  house  reads  the  history  and  character  of 
the  struggles  that  the  worker  has  to  encounter,  and  the 
record  is  completed  by  the  letters  that  the  worker  is  ex- 
pected to  write.  The  explanation  of  the  ability  of  the 
house  to  extend  this  help  from  a  study  of  the  reports  is 
the  fact  that  the  one  in  charge  of  it  has  passed  through  all 
the  stages  that  the  worker  is  filling,  has  encountered  all 
the  obstacles  that  are  confronting  her,  has  suffered  all  the 
temporary  discouragements,  and,  best  of  all,  by  hard  study 
and  work  has  triumphed  over  all  things  and  risen  by  sheer 
force  of  merit  to  the  position  of  manager.  In  doing  this 
the  manager  learned  to  conquer  all  the  difficulties  that 
may  hinder  the  progress  of  the  new  worker,  and  is  more 
than  willing  to  give  the  beginner  the  full  benefit  of  her 


"  In  a  free 
country  there 
can  be  but 
one  poor 
man  —  the 
man 

without  a 
purqose." 


experience,  and  anxious  to  assure  her  success. 

Show  the  worker  how  the  reports  are  made  out,  ex- 
plaining carefully  the  use  of  the  daily  and  weekly  report. 
The  daily  report  is  very  useful  to  the  worker  if  she  will 
make  the  proper  use  of  it.  Usually  the  worker  fills  it  out 
because  she  has  to,  but  it  is  a  map,  a  plan,  a  chart  of  the 
day's  work;  if  she  studies  it,  it  will  show  where  she  is 
weak  and  where  she  is  strong.  Women  as  a  rule  are  rarely 
brought  up  in  a  business  way;  at  home  they  have  had  no 
reports  to  make  out,  and  do  not  recognize  the  necessity 
for  them  nor  the  value  to  themselves,  and  they  sometimes 
feel  that  the  reports  are  unnecessary,  but  they  are  abso- 
lutely necessary;  it  is  a  duty  imposed  on  the  worker  that 
makes  her  realize  the  house  is  looking  closely  to  the  re- 
sults of  her  efforts,  and  it  assists  in  keeping  her  interested 
in  the  work.  The  necessity  of  putting  down  the  initials 
of  the  ladies'  names  should  be  shown.  She  should  also  be 
shown  reports  how  some  workers  will  call  on  ten  people  a 
day,  eight  of  whom  are  patrons,  and  with  whom  they  will 
spend  most  of  their  time;  whereas  a  patron  can  be  properly 
encouraged  in  ten  or  fifteen  minutes. 

Patients  should  be  called  on  at  some  time  during  the 
day  when  the  worker  cannot  well  call  on  strangers,  for  a 
larger  part  of  her  time  must  be  utilized  in  selling  if  she 
would  be  successful.  She  should  be  shown  how  the  house 
will  look  at  the  column  under  the  head  of  "Remarks;" 
that  should  be  filled  out,  giving  a  reason  why  she  does  not 
make  sales  if  she  fails  to  do  so;  in  this  way  the  house  may 
be  able  to  help  her  over  many  hard  places.  Teach  her 
that  the  house  will  judge  of  her  work  as  a  whole  by  the 
care  and  neatness  and  accuracy  with  which  the  reports  are 
made  out.  It  is  a  good  idea  to  have  the  worker  make  out 
a  report  and  bring  it  the  next  day  to  the  one  who  is  drill- 


120 


"Whatever 
is  alive 
must  show 
a  reason 
for 
living." 


ing.  If  that  one  is  a  traveler  or  manager,  sets  of  travel- 
ers' or  managers'  reports  should  be  kept  by  her,  showing 
her  average  work  in  the  different  divisions,  and  she  should 
use  them  in  hiring. 

The  letters  written  by  workers  should  be  as  brief  as 
possible,  and  never  of  a  gossiping  nature.  Business  men 
never  write  idly,  and  it  is  important  that  Viavi  workers 
should  be  thorough  business  women.  The  house  will  al- 
ways be  glad  to  answer  exhaustively  those  letters  which 
exhibit  a  sincere  desire  for  information  or  assistance  in 
other  ways,  but  it  cannot  take  the  time  to  conduct  a  social 
correspondence.  It  is  better  for  workers  to  put  in  the  time 
selling  Viavi  than  in  writing  unnecessarily  long  letters. 
If  there  is  any  point  concerning  Viavi  that  the  worker  de- 
sires to  be  informed  about,  the  house  will  cheerfully  and 
fully  answer  her  inquiries.  In  fact,  the  house  desires  that 
a  regular  correspondence  with  its  workers  should  be  main- 
tained, and  that  the  workers  may  feel  at  all  times  that  the 
house  is  constantly  solicitous  of  their  welfare  and  anxious 
to  do  what  it  can  to  promote  their  prosperity  and  happi- 
ness. And  nothing  pleases  the  house  more  than  to  see 
neatness  and  cleanliness  in  the  letters  of  its  correspondents. 

SPECIAL  IDEA.  — The  special  idea  of  this  lesson 
should  be  to  show  how  Viavi  cures  enlargement  and  mis- 
placements. If  the  worker  has  thoroughly  understood 
what  change  takes  place  in  the  tissues,  in  congestion  and 
inflammation,  her  mind  will  naturally  be  led  to  swelling 
and  enlargement  of  the  tissues.  The  lesson  can  be  taught 
that  oftentimes  when  congestion  and  inflammation  do  not 
seem  to  be  present,  the  chronic  enlarged  condition  still 
remains;  this  enlargement  must  be  reduced  by  absorption 
just  the  same  as  a  tumor.  It  is  not  usually  as  hard  as  a 
tumor,  but  the  same  process  of  degeneration  of  the  fiber 


121 


"Stand 
like  a 
beaten 
anvil." 


must  go  on;  Viavi,  giving  the  proper  impetus  to  the  cir- 
culation, causes  a  reduction  of  the  enlargement,  and  the 
ligaments  must  be  strengthened  before  the  misplacements 
can  be  cured.  The  first  step  of  the  cure  is  to  remove  all 
the  inflammation  and  the  reduction  of  the  uterus  to  its 
size  and  weight,  and  then  the  gradual  strengthening  of 
the  ligaments,  which  lifts  the  uterus  into  position.  It 
makes  but  little  difference  whether  auteversion  or  retro- 
version,  whether  prolapsus  or  lateral  displacement,  the 
organs  are  constituted  that  they  gradually  assume  their 
normal  position,  taking  a  long  or  short  period  of  time  in 
each  case  according  to  the  amount  of  recuperative  power 
which  the  patient  possesses,  the  conditions  under  which 
she  lives;  the  work,  the  worry,  household  duties  and  mar- 
ital relations  must  also  be  taken  into  consideration. 

The  worker  should  also  be  taught  how  Viavi  prevents 
and  cures  laceration.  The  cause  of  laceration  is  a  lack  of 
elasticity  in  the  uterine  tissues  when  the  babe  is  born;  in- 
stead of  expanding  sufficiently  to  allow  its  easy  and  safe 
delivery,  the  tissues  give  way,  leaving  the  lacerated  sur- 
face on  which  scar  tissue  forms.  The  presence  of  this  hard 
tissue  is  the  cause  of  much  irritation  throughout  the  en- 
tire body;  it  impinges  on  the  terminal  filaments  of  the 
nerves  thus  producing  a  constant  irritation.  The  use  of 
Viavi  produces  a  more  normal  condition,  in  which  it  stim- 
ulates the  powers  of  absorption;  the  scar  tissue  is  greatly 
reduced;  in  proportion  as  it  is  reduced,  the  size  of  the 
uterus  is  reduced,  the  amount  of  irritation  is  reduced,  and 
frequently  the  nervous  irritation  passes  away  before  the 
scar  tissue  is  entirely  absorbed;  because  Nature,  assisted  by 
Viavi,  softens  the  scar  tissue;  this  must  be  done  before  ab- 
sorption can  take  place,  and  as  absorption  takes  place  it 
reduces  the  irritation;  the  size  of  the  uterus  decreases. 


122 


"Sow 

an 

action, 

reap 

a 

habit' " 


If  one-half  of  the  scar  tissue  is  absorbed,  the  uterus  will 
decrease  in  size  one-half;  so  that  if  a  tear  is  one-half  of 
an  inch  in  length,  when  the  uterus  is  reduced  one-half, 
the  scar  tissue  will  also  be  reduced  one-half,  and  the  lacer- 
ation is  then  only  one-quarter  of  an  inch  long,  and  so  on 
until  the  tear  is  entirely  obliterated ;  thus  Viavi  performs 
the  same  identical  work  that  is  accomplished  by  the  oper- 
ation. It  does  more;  it  prevents  laceration  if  used  dur- 
ing pregnancy,  but  the  douche  should  not  be  used  after 
the  third  month,  and  we  do  not  like  to  have  those  who 
have  had  a  miscarriage  previously  begin  the  use  of  the 
remedy  after  they  have  been  pregnant  two  or  three 
months  or  more;  they  should  use  it  for  eight  or  nine 
months  prior  to  pregnancy,  and  it  will  bring  about  a  soft, 
elastic,  yet  strong  condition  of  the  uterine  fibers. 

Inflammation,  enlargement  of  the  ovaries,  and  tu- 
mors are  reduced  by  the  assistance  of  Viavi.  It  makes 
but  little  difference  whether  the  inflammation  is  in  the 
ovaries  or  not;  the  effect  of  Viavi  is  the  same  on  all  parts 
of  the  body;  the  symptoms  of  inflammation  of  the  ovaries 
would  be  vastly  different  from  those  in  the  hand,  but 
inflammation,  which  is  a  prominent  symptom  of  disturb- 
ance in  a  large  percentage  of  diseased  conditions,  being 
removed  by  the  remedy,  the  conditions  which  follow  it 
are  removed.  The  worker  cannot  understand  this  too 
thoroughly;  it  is  very  simple  and  can  be  used  in  almost 
every  condition  of  uterine  troubles. 

We  repeat:  It  is  not  enough  that  the  worker  memo- 
rize the  description,  but  she  must  understand  and  be  able 
to  show  others  their  diseases,  how  the  pains  which  they 
suffer  are  caused,  and  how  Viavi  can  assist  in  removing 
the  cause  of  their  pains. 

It  is  highly  important  to  have  the  worker  understand 


123 


"Sow 

a 

habit, 

reap 

a 

character." 


the  law  of  absorption,  and  to  bring  before  her  such  ex- 
amples of  it  as  are  before  her  eyes  daily,  so  that  she  can 
use  them  as  an  illustration  to  the  patient.  Take  the 
orange  tree,  for  instance:  The  tree  must  absorb  from  the 
ground  and  air  the  material — sunshine,  light,  heat  and 
nourishment — to  produce  the  orange.  The  same  is  true 
of  the  cocoanut  palm.  The  shell  of  the  nut  is  hard  and 
brittle  and  a  very  dense  substance,  yet  there  are  few  who 
realize  that  at  one  time  in  the  life  of  the  tree  it  was  im- 
possible to  detect  that  hard  substance  which  the  tree  ab- 
sorbed. The  human  body  is  formed  from  the  food  we  eat, 
and  it  is  taken  into  the  tissues  and  into  every  part  of  the 
body  through  absorption;  poisonous  matter  is  absorbed 
through  the  skin;  water  may  be  absorbed  in  that  way  also; 
shipwrecked  sailors  by  bathing  in  the  salty  sea  can 
quench  their  thirst.  The  body  will  not  absorb  the  salt  in 
large  quantities,  but  the  body  absorbs  the  water  through 
the  pores  of  the  skin;  the  worker  must  understand  this. 
Some  scientists  claim  that  the  vaginal  tissues  are  capable 
of  the  greatest  absorbtion.  It  is  a  well-known  fact  that 
patients  have  been  kept  alive  for  weeks  by  absorption  of 
food  through  the  rectum.  We  say,  if  she  understands  this 
point,  it  will  be  much  easier  for  her  to  show  how  Viavi  is 
absorbed,  how  it  gives  strength  to  the.  tissues,  increases 
the  circulation,  builds  the  nervous  system,  and  removes 
the  cause  of  the  various  reflex  symptoms  throughout  the 
body,  not  only  curing  the  local  trouble,  but  assisting 
Nature  to  strengthen  and  build  and  mature  the  entire 
body. 

For  the  fourth  lesson  analyze  the  description  to 
"These  diseases  are  local,"  and  assign  testimonials  on 
displacement,  enlargement,  laceration  and  ovarian  trou- 
bles. 


124 


4t 


CHAPTER  vn. 


LESSON, 


(a)     REVIEW   description;    drill   thoroughly  upon 
the  position  of  the  uterine  organs.     Does  the  worker  un- 
derstand how  the  organs  are  supported,  what  is  the  natural 
Not  position,  and  the  different  forms  of  displacement,  enlarge- 

ment, ovarian  trouble? 

e  (b)     NERVE  PLATE.— Explain  it;  how  uterine  dis- 

SLB 
we  eases  are  transmitted  to  any  part  of  the  body  through  the 

dare,  nerves;  what  are  local  and  reflex  symptoms. 

but  (c)     FIFTH  LESSON.— Analyze   description  to  the 

as  end  for  fifth  lesson.     How  Viavi  cures  nervousness;  assign 

much 

testimonials  on  nervous  troubles. 
as 

we  (d)     SPECIAL  IDEA.— Closing  sale  and  second  can- 

can." vass. 

(e)  LITERATURE. — How  Viavi  publications  should 
be  distributed. 

(f)  VIAVI  UNRIVALED.— Others    vainly    try    to 
emulate  our  success. 

After  reviewing  the  portions  of  the  description  set 
aside  to  be  memorized,  the  beginner  should  be  taught  the 
proper  position  of  the  uterine  organs,  and  how  they  are 
supported;  the  variance  in  position  in  displacements. 


125 


"How 

use 

doth 

breed 

a 

habit 

in 

a 

man!" 


This  will  be  a  practical  demonstration  of  how  Viavi  cures 
these  displacements,  and  it  will  be  helped  by  showing 
the  worker  that  there  are  two  distinct  sets  of  symptoms 
in  uterine  diseases,  one  local  and  the  other  due  to  mechan- 
ical causes,  such  as  pressure  or  weight  of  the  uterus  on 
the  surrounding  parts,  or  other  reflex  symptoms  due  to 
the  influence  of  these  diseases  on  other  parts  of  the  body 
through  the  blood  and  the  nervous  system. 

It  is  difficult  at  first  to  see  how  Viavi  can  lift  a  retro- 
verted  womb  into  the  correct  position,  but  when  it  is 
shown  that  the  ligaments  which  support  the  womb  form 
the  lining  of  the  abdominal  cavity,  that  these  ligaments 
are  elastic,  that  their  function  is  to  support  the  uterus  of 
a  certain  weight  and  size,  that  when  the  uterus  increases 
in  size  and  weight  they  must  stretch  and  let  it  tip  to  one 
side  or  the  other,  according  to  the  prevailing  position  of 
the  patient's  body,  it  will  be  an  easy  matter  to  show  how 
the  Viavi  capsule  is  absorbed,  how  it  is  carried  to  these 
tissues  and  how  it  reduces  the  inflammation  and  enlarge- 
ment, giving  strength  to  the  ligaments,  and  allowing 
them  to  perform  their  natural  work,  and  thereby  lift  the 
uterus  into  its  proper  position. 

In  addition  to  this,  the  cerate  rubbed  over  the  abdo- 
men is  absorbed  by  the  abdominal  circulation  and  is 
taken  into  the  muscles,  which  are  thereby  strengthened. 
As  the  lining  of  the  abdomen  assists  in  forming  the  liga- 
ments which  support  the  uterus,  it  must  necessarily  fol- 
low that  the  walls  of  the  abdomen  being  strengthened, 
the  ligaments  which  support  the  uterus  will  be  strength- 
ened. 

This  will  explain  how  Viavi  will  remove  the  local 
symptoms,  and  when  the  local  symptoms  are  removed, 
the  irritation  incident  to  the  varying  conditions  and  posi- 


126 


"God's 

in 

His 

heaven; 

all's 

right 

with 

the 

world." 


tions  of  the  uterus  is  absent,  and  the  reflex  symptoms, 
such  as  indigestion,  nervousness  and  headaches,  will 
gradually  be  removed,  simply  because  Nature  will  assert 
herself  and  strengthen  the  entire  system. 

This  is  a  very  important  lesson,  so  important  that  if 
it,is  skipped  over  lightly  the  worker  will  not  be  able  to 
show  how  Viavi  cures.  She  may  be  able  to  say  it  absorbs, 
but  she .  cannot  explain  thoroughly  and  positively  to  a 
woman  who  is  sick,  how  Viavi  can  lift  up  the  uterus  that 
is  misplaced,  and  thus  cure  the  reflex  symptoms  of  back- 
ache, headache,  or  anything  else  that  may  be  present. 

ANALYZE  DESCRIPTION.— It  is  very  likely  that 
many  workers  will  not  have  progressed  as  far  as  the 
analysis  and  memorizing  of  the  description  as  planned  for 
this  lesson,  but  this  part  of  the  description  is  exceedingly 
necessary;  it  is  the  closing  of  the  sale,  and  it  will  be  far 
better  to  spend  two  or  three  days  on  the  description  given 
in  the  third  and  fourth  lessons  than  to  pass  it  over  before 
it  is  thoroughly  understood. 

SPECIAL,  IDEA.— As  a  rule  workers  feel  that  when 
they  have  repeated  the  canvass  they  have  done,  and 
oftentimes  will  lean  back  in  their  chairs  and  let  the  plate- 
book  drop,  and  look  at  the  woman,  expecting  her  at 
once  to  purchase  the  remedy.  They  do  not  take  into 
consideration  the  fact  that  the  whole  plan  and  purpose  of 
the  description  is  to  make  a  woman  want  the  remedy, 
and  her  frame  of  mind  will  be  evinced  by  what  she  may 
say  concerning  it,  or  by  the  expression  of  her  face;  it  will 
be  an  easy  matter  to  see  by  her  manner  whether  she  is 
convinced  or  not;  the  description  should  not  be  con- 
sidered completed  until  she  is  convinced.  Many  work- 
ers, however,  run  dry  and  have  nothing  to  say,  and  do 
not  know  what  to  do.  All  the  Viavi  literature  issued 


127 


"The 

darker 

the 

night, 

the 

brighter 

the 

stars." 


should  be  studied  for  material  in  these  cases. 

Special  stress  must  be  laid  on  the  thought  that  at  the 
closing  of  the  description,  where  it  says,  "These  diseases 
are  local,"  it  is  the  summing  up  of  the  argument,  of  all 
that  has  been  said;  it  is  the  conclusion,  and  this  conclu- 
sion must  be  made  in  the  most  earnest  and  most  effective 
manner.  If  the  patient  has  not  yet  become  convinced  that 
Viavi  will  reach  her  case,  if  she  does  not  yet  see  how 
that  can  be  done,  the  worker  must  then  turn  to  another 
point  that  will  convince  her,  and  if  she  knows  with  what 
disease  the  woman  is  suffering,  there  will  be  no  difficulty 
whatever  in  turning  to  that  plate  and  introducing  other 
ideas  than  those  already  spoken  of. 

Another  plan  is  to  have  the  worker  sit  upright  in  an 
interested  position,  holding  the  plate-book  open  and  turn- 
ing over  the  leaves  while  she  is  talking;  seeing  the  plates 
and  the  names  of  diseases  will  suggest  thoughts  to  her 
that  would  not  come  otherwise,  and  as  a  result  she  will 
be  able  to  talk  on  these  subjects  intelligently  and  ef- 
fectively. More  sales  are  lost  by  giving  up  before  the 
woman  has  been  convinced  than  by  any  other  thing.  It 
has  been  said  that  the  worker  spoils  more  sales  than  she 
makes,  as  a  rule,  and  all  because  she  has  not  thought  out 
the  object  of  the  description,  and  because  she  gives  up 
before  the  woman  has  received  the  conviction  coming 
from  a  thorough  understanding.  The  worker  cannot  ap- 
preciate this  point  until  she  is  out  in  the  field,  and,  there- 
fore, the  necessity  of  impressing  it  on  her  in  every  possi- 
ble way.  A  good  plan  is  to  have  her  go  to  the  closing 
after  each  plate  and  let  her  say:  "These  diseases  are 
local,"  etc.;  then  go  back  to  the  next  plate  and  repeat  this 
method,  so  that  the  closing  will  be  one  of  the  best  mem- 
orized portions  of  the  description.  The  unexpected  hap- 


128 


"In 

any 

contest 

fair 

play 

is 

better 

than 

victory." 


pens  more  frequently  than  we  have  planned,  and  it  is  for 
the  unexpected  which  we  must  teach  our  workers  to  be 
thoroughly  prepared. 

DISTRIBUTION  OF  VIAVI  LITERATURE.— The 
intelligent  use  of  the  printed  matter  issued  by  The  Viavi 
Company  can  be  made  a  great  help  in  the  selling  of  the 
remedy.  The  Viavi  Company  from  time  to  time  issues 
various  kinds  of  books  and  pamphlets,  and  the  worker 
should  be  instructed  in  their  use.  The  character  of  each 
publication  will  determine  the  manner  in  which  it  is  to 
be  handled,  and  as  these  will  vary  as  time  passes  the 
trainer  must  use  her  own  judgment  as  to  the  instructions 
which  should  be  given  with  regard  to  each,  subject  to  the 
following  general  considerations: 

I.  If  for  any  reason  the  worker  cannot  secure  an  inter- 
view the  first  time  she  calls,  she  should  make  an  appoint- 
ment for  an  interview  in  the  future,  and  at  the  same  time 
should  hand  the  prospective  purchaser  a  suitable  publica- 
tion, with  the  request  that  she  look  it  over  carefully,  as 
she  will  undoubtedly  find  therein  much  that  will  interest 
and  instruct  her. 

2.  If  a  sale  is  not  effected  at  the  first  interview,  an 
appropriate  publication  should  be  handed  out,  with  some 

remarks  to  the  following  effect:     "I  fear,  Mrs. ,  that 

you  do  not  fully  comprehend  the  importance  of  this  great 
subject,  or  the  power  of  Viavi.     You  will  find  in  this  little 
book  many  things  that  every  woman  should  know,  and 
that  very  few  women  do  know.     We  give  these  only  to 
ladies  who  we  think  will  appreciate  them  and  who  desire 
to  learn  something  about  themselves." 

3.  If  the  booklet  is  a  dainty  affair,  artistically  printed 
and  bound,  it  should  be  handed  out  in  an  envelope  that 
fits  it,  with  remarks  to  the  above  effect;  at  the  same  time 


I29 


should 

wish 

to 

be 

rather 

than 

to 

seem." 


the  booklet  should  be  partly  withdrawn  from  the  en- 
velope to  show  its  attractiveness;  this  will  create  a  desire 
to  see  more  of  it. 

OTHERS  IMITATING  OUR  METHODS.— One 
point  that  should  be  impressed  upon  your  worker  is 
that,  because  some  one  desiring  to  emulate  our  success 
floats  a  remedy  upon  the  market  and  claims  anything 
and  everything  for  it,  there  is  no  reason  why  she 
should  worry;  there  always  have  been  imitators;  there 
always  will  be.  The  grandest  evidence  of  Viavi's  great- 
ness is  the  number  of  its  imitations.  Show  your  work- 
ers that  there  are  remedies,  and  then  again  there  are  rem- 
edies. There  has  been  but  one  Edison ;  there  never  has 
been  a  second  Napoleon;  who  has  yet  duplicated  Morse, 
Watt,  or  Franklin?  Have  there  not  been  many  who  claim 
to  possess  the  brains  and  powers  of  these  "beacon-lights 
of  history?"  Our  workers  may  be  approached  by  peo- 
ple who  will  try  to  divert  them  first  on  one  plan  and  then 
on  another.  We  realize  that  a  remedy  does  not  achieve 
greatness  in  a  night;  that  it  must  have  time  and  persist- 
ent effort  coupled  witli  innate  merit.  Viavi  succeeds; 
there  can  be  nothing  greater  than  a  thing  that  is  suc- 
cessful. Viavi  accomplishes  the  work;  no  mortal  agency 
can  do  more,  and  none  but  Viavi  can  do  that. 

It  is  a  duty  to  see  that  a  worker  is  not  dissipating  her 
powers  in  buying  experience.  Point  to  the  portions  to  be 
memorized,  repeating  them  and  analyzing  each  sentence 


130 


Have  the  worker  select  testimonials  and  study  them  so 

well  that  it  will  not  be  necessary  for  her  to  produce  them, 

"C'entleness  but  so  that  she  can  tell  of  them  and  apply  them  to  the 

2S  disease  from  which  the  woman  is  suffering.  She  should 

invincible."  memorize,  for  the  fifth  lesson,  to  the  sentence,  "Statistics 

show  that  eighty  per  cent  of  the  insanity  among  women 

is  caused  by  uterine  troubles." 


CHAPTER  vm. 


IFTH  LESSON. 


"We 

live 

more 

by 

example 

than 

by 
reason." 


(a)  REVIEW  description   memorized;  go  to  clos- 
ing from   the   end  of   each  plate.     Endeavor  to  make 
worker  thoroughly  familiar  with    interruptions,    objec- 
tions, obstacles,  etc.,  etc. 

(b)  BEGINNING  WORK.— Plans  necessary  to  be- 
gin work  in  a  town;  securing  lists,  meeting  prominent 
people;  influence. 

(c)  OUTFIT. — Arrange  for  worker;  explain  uses  of 
remedies  and  printed  matter. 

(d)  FORMS  OF  VIAVI.— Capsules  and   Cerate   for 
uterine  disorders;    Suppositories  for  piles;   Tablettes   for 
stomach  and  bowel  troubles;    Liquid  for  catarrh;    Tonic 
for  the  blood;  Rheumatic  cure;  Laxative. 

(e)  SPECIAL  IDEA.— How    to    meet    those    who 
have  used  the  remedy  and  think  unfavorably  of  it;  how 
to  use  the  influence  of  those  who  have  used  it  and  think 
favorably  of  it;  how  to  encourage  patients. 

(f )  SPECIAL  DESCRIPTIONS.— Analyze  them. 
In  reviewing  the  description  in  this  lesson  great  care 

should  be  bestowed  upon  the  symptoms  which  appear  re- 
flexly  from  the  uterine  trouble.  It  is  a  fact  that  the  class 
of  symptoms  known  as  head  symptoms  best  indicate 


1 32 


"  Dare 

to 

be 

true, 

nothing 

can 

need 

a 

lie." 


the  various  diseased  conditions  present.  The  mind  is 
a  part  of  the  human  body.  If  the  brain  were  affected  it 
naturally  follows  that  the  entire  body  would  be  some- 
what affected.  The  worker  should  understand  that  such  a 
symptom  as  thoughtfulness  in  little  things  exists.  For 
instance:  A  woman  lays  down  an  article  which  she  has 
been  using  and  completely  forgets  its  whereabouts;  she 
starts  to  some  part  of  the  house  intending  to  get  some- 
thing, and  when  she  gets  there  entirely  forgets  what  she 
went  for;  crying  easily  for  no  apparent  cause,  exces- 
sive sensitiveness,  peevishness,  a  cross  temper,  harshness 
in  the  voice,  voice  pitched  in  a  high  key;  she  has  a  fear 
that  something  undefined  is  going  to  happen  —  these  are 
all  symptoms  of  this  class.  The  sufferers  sometimes  feel 
that  they  are  followed,  that  there  is  some  one  in  the 
house,  under  the  bed,  or  in  a  closet.  Sometimes  all  the 
senses  are  affected,  such  as  sight,  hearing,  smelling^ 
tasting  and  feeling.  The  worker  must  be  made  to  under- 
stand that  these  little  symptoms  come  about  reflexly 
from  the  uterine  trouble,  showing  that  the  entire  body  is 
affected  by  the  disease,  and  that  to  cure  these  troubles 
the  cause  must  be  removed.  If  sufferers  understand 
that  Viavi  can  remove  the  cause,  that  it  is  a  food  taken 
into  the  body,  and  that  it  has  such  a  wide  reputation  and 
extensive  use,  they  will  not  refuse  to  purchase  it. 

In  order  to  assist  the  worker  to  bring  to  bear  in  a 
practical  way  these  things  which  she  has  learned  in  pre- 
vious lessons,  we  suggest  that  she  go  to  the  description  at 
the  end  of  each  plate,  and  let  the  supposition  be  that  the 
trainer  is  suffering,  first  in  the  general  way,  and  let  the 
worker  endeavor  to  sell  the  remedy  by  showing  the  plate 
of  the  circulation,  and  then  coming  to  the  end.  Not  that 
we  mean  this  must  be  done,  but  it  is  more  to  make  the 


133 


"  There 

is 

no 

steady 

happiness 

in 

life 

save 

the 

happiness 

of 

self- 

forgetfnlness 

for 

the 

sake 

of 

others." 


beginner  acquainted  with  the  work  iu  a  practical  way. 
Let  the  trainer  suppose  that  she  is  suffering  from  men- 
strual disorders  or  nervous  diseases,  and  let  the  worker 
go  to  each  particular  case  with  each  of  these  plates.  It  is 
a  good  plan  to  have  the  worker  encourage  the  trainer  in 
the  use  of  Viavi. 

BEGINNING  THE  WORK.  —To  the  experienced 
person  it  might  seem  unnecessary  to  instruct  the  worker 
on  such  little  things  as  securing  a  boarding  house  or 
lodging  house  on  entering  a  town,  but  we  must  remember 
that  many  travelers  have  never  traveled  before,  and  it  is 
necessary  for  them  to  know  what  to  do  with  their  bag- 
gage, and  how  to  secure  rooms  at  a  hotel  when  going  into 
a  town  for  the  first  day,  until  they  have  secured  a  perma- 
nent stopping  place.  The  character  of  the  stopping  place 
must  be  of  the  very  best,  not  necessarily  the  most  expen- 
sive; we  have  seen  some  of  the  most  expensive  hotels  en- 
tirely unfit  as  a  stopping  place  on  account  of  their  char- 
acter. We  cannot  be  too  careful  on  this  point.  A  woman 
traveling  about  alone  on  business  is  frequently  brought 
face  to  face  with  temptations  which  she  little  dreamed 
existed.  Not  only  that,  but  a  woman  staying  at  a  hotej 
or  boarding  house  of  dubious  character  will  not  be  re- 
ceived well  into  the  houses,  and  her  influence  will  not  be 
a  positive  one  in  favor  of  the  remedy.  Usually  it  is  the 
best  plan  to  seek  the  President  of  the  W.  C.  T.  U.  and 
inquire  of  her  as  to  a  boarding  place.  These  ladies  usu- 
ally have  a  list  of  such  places,  and  can  recommend  them 
to  the  worker.  The  worker  must  decide  from  a  business 
point  of  view  which  of  them  will  be  the  best  to  accept 
It  should  be  remembered  that  many  ladies  will  not  come 
to  a  private  boarding  house  to  talk  with  a  worker  con- 
cerning the  remedy.  Again,  there  are  others  who  will 


134 


"A 
good 
name 
is 

better 
than 
a 

girdle 
of 
gold." 


not  go  to  a  hotel,  because  they  feel  that  everybody  will 
know  what  their  object  is,  and  will  refrain  from  doing 
that. 

One  of  the  first  and  most  necessary  things  to  do  after 
having  selected  the  boarding  place,  is  to  secure  a  list  of 
the  names  of  the  most  prominent  and  influential  ladies 
upon  whom  the  worker  may  call.  If  she  is  a  traveler 
or  manager  it  is  then  necessary  to  instruct  her  how 
to  advertise  and  prepare  for  the  lectures.  With  such 
a  list  of  names  she  can  call  on  the  more  prominent  and 
influential  people,  and  interest  them  in  the  remedy 
From  the  persons  called  on,  she  can  obtain  the  names  of 
their  friends  who  are  suffering.  A  mistake  is  often  made 
at  the  beginning  in  feeling  an  intense  desire  to  hurry 
from  the  one  being  interested  in  the  remedy  to  others  on 
the  list  and  among  the  names  given  her.  The  worker 
should  make  it  a  rule  to  finish  and  interest  the  one  with 
whom  she  is  talking  before  she  goes  to  others  on  the  list, 
for  until  she  does  this  she  will  not  succeed.  It  is  well  to 
rouse  the  interest  of  those  to  whom  a  sale  is  not  made, 
but  a  person  who  purchases  the  remedy  is  much  more 
deeply  interested  in  it  than  one  who  merely  listens  to 
what  has  been  said  about  it. 

Kven  though  the  worker  may  not  interest  all  she 
calls  on  sufficiently  to  sell  them  the  remedy,  she  should 
succeed  in  interesting  them  sufficiently  to  obtain  one  or 
two  names  from  each.  It  is  well  in  securing  these  to  ac- 
quire some  knowledge  of  the  owners, — as  to  how  old  they 
are,  how  many  in  family,  what  society  or  church  they  be- 
long to,  etc.,  etc.,  so  that  when  the  worker  calls  on  them 
she  will  be  somewhat  acquainted  with  them.  A  very  good 
way  to  obtain  the  list  of  names  is  to  ask  the  patron  if  she 
has  a  friend  whom  she  would  wish  the  worker  to  call  on. 


135 


''Help 
yourself, 
and 

Heaven 
will 
help 
you." 


and  one  who  would  be  interested  in  the  remedy.  Usu- 
ally this  request  will  be  responded  to  with  a  number  of 
names. 

It  is  always  best  to  call  on  the  closest  relations.  For 
instance,  if  a  worker  has  the  name  of  a  woman's  sister 
with  others  on  the  list,  it  would  be  wise  to  call  on  the 
sister  first.  It  is  better  to  call  on  those  having  the  most 
influence  upon  others,  than  it  is  to  arrange  the  calls  to 
save  carfare,  etc.  For  instance,  Mrs.  A.  may  give  you 
the  names  of  Mrs.  C.  and  Mrs.  D.  When  calling  on  Mrs 
C.  she  may  give  you  the  names  of  Mrs.  E.,  F.  and  G. 
Mrs.  E.,  however,  is  very  nearly  releted  to  Mrs.  B.,  and 
therefore  it  would  be  better  not  to  see  Mrs.  C.  after  Mrs. 
B.,  but  go  to  Mrs.  E.,  even  though  she  live  at  the  further 
end  of  the  town.  In  this  way  the  influence  of  one  person 
upon  another  is  utilized,  and  it  is  the  means  of  more 
easily  introducing  the  remedy. 

THE  OUTFIT.— Arrange  and  explain  the  outfit  for 
the  worker.  It  is  very  necessary  that  the  worker  under- 
stand what  her  outfit  consists  of,  what  she  is  to  take  with 
her  in  the  way  of  printed  blanks,  printed  matter,  Health 
Books,  etc.  Have  a  list  of  the  regular  local  worker's  out- 
fit, together  with  a  list  and  number  of  patients  which  she 
should  have.  The  local  worker's  outfit  is  as  follows: 


2  three  months'  Capsules  and  Cerate 
one  month's 

Tablettes 
"         "        Suppositories 

Liquid  " 

Viavi  Royal 
Plate  Book 
Viavi  Hygiene 


136 


"  Cultivation 

is 

as 

necessary 

to 

the 

mind 

as 

food 

to 

the 

body." 


Also 

Daily  Report  blanks  40 

Weekly  10 
Testimonials 

Order  Blanks  10 

Health  Books  200 

Viavi  Primers  50 

Viavi  Message  50 

Babyland  5 

Special  Direction  Booklets  10    each 

Hygienic  Report  blanks  10 

Addressed  envelopes  10 

FORMS  OF  VIAVI.— Care  should  be  taken  to  in- 
struct the  beginner  concerning  the  forms  and  uses  of 
the  various  preparations  of  The  Viavi  Company.  First 
and  most  important  are  the  Viavi  Capsules  and  theViavi 
Cerate  for  uterine  disorders.  In  most  cases  they  are 
amply  sufficient  for  the  treatment  of  uterine  disorders, 
but  now  and  then  an  obstinate  case  of  constipation, 
resulting  from  those  disorders,  is  encountered.  The  cure 
in  such  cases  can  be  materially  hastened  by  the  use  of 
a  bland  and  healing  laxative,  and  in  order  to  meet  this 
necessity  Viavi  Laxative  is  produced.  It  is  useful  in 
any  case  of  constipation,  but  its  primary  object  is  to  assist 
the  Viavi  treatment  of  uterine  disorders,  and  no  effort 
should  be  made  to  give  it  any  wider  application. 

Piles,  or  hemorrhoids,  are  a  very  common  ailment 
and  may  or  may  not  be  associated  with  uterine  disorders. 
When  they  are  present  in  such  disorders  they  delay 
recovery  by  their  irritation  and  their  constant  draught  on 
the  strength  of  the  sufferer,  and  hence  The  Viavi  Company 


137 


"  You 

will 

easily 

model 

anything 

from 

the 

moist 

clay." 


produces  Suppositories,  the  most  effective  remedy  for 
piles  that  has  ever  been  discovered.  This  remedy  con- 
tains, among  other  things,  the  active  principle  of  Viavi, 
and  apparently  cures  in  the  same  way — by  inducing  a 
healthy  circulation  of  the  blood,  removing  waste  and 
strengthening  and  feeding  the  nerves  and  tissues.  The 
Suppositories  are  effective  in  piles  not  associated  with 
uterine  disorders,  but  it  will  detract  from  the  v/orker's 
chances  of  success  by  making  it  other  than  an  adj  unct  of 
the  treatment  of  uterine  diseases. 

Derangements  of  the  digestion  is  a  frequent  accom- 
paniment of  uterine  diseases,  and  its  presence  naturally 
retards  their  cure.  To  do  away  with  it  is  to  assist  the 
more  rapid  recovery  from  the  uterine  affection.  Hence 
The  Viavi  Company  makes  Viavi  Tablettes  for  taking 
into  the  stomach.  It  has  a  strong  affinity  for  the  entire 
alimentary  tract,  and  cures  all  forms  of  indigestion.  But 
the  worker  should  keep  in  mind  the  fact  that  while  it  is 
good  for  indigestion  under  any  circumstances,  its  greatest 
usefulness  is  in  hastening  the  cure  of  uterine  diseases  by 
putting  the  stomach  and  bowels  iu  a  condition  of  health. 

A  constitution  weakened  by  uterine  diseases  is  much 
more  liable  to  colds  and  catarrh  than  a  strong  and  vigor- 
ous one,  and  at  the  same  time  the  presence  of  these  com- 
plaints is  weakening  to  the  system  and  interferes  with  the 
cure  of  uterine  diseases.  Thus  it  was  that  the  Viavi 
Company  came  to  make  Viavi  Liquid,  which  is  applied 
directly  to  the  inflamed  surfaces  in  the  form  of  a  spray 
from  an  atomizer  specially  designed  for  this  purpose. 
The  Viavi  Liquid  is  good  in  all  cases  of  cold  and  catarrh. 
In  catarrh  of  the  stomach  and  bowels  it  is  taken  in  doses 
of  five  to  ten  drops  in  water  three  times  a  day. 

As  an  iron  tonic  is  sometimes  advisable  in  treatment 


138 


"He 

who 

knows 

not 

how 

to 

confer 

a 

kindness 

is 

unworthy 

to 

receive 

one." 


for  uterine  diseases,  The  Viavi  Company  manufactures 
the  Viavi  Tonic,  which  has  a  strengthening  and  toning 
effect  upon  the  entire  system,  and  when  required  is  a 
valuable  assistant  in  the  treatment  of  uterine  disorders. 
It  is  good  for  use  as  a  general  tonic  under  all  circum- 
stances where  the  need  of  such  a  tonic  is  indicated.  At 
the  present  time  it  is  the  only  iron  tonic  that  is  pre- 
digested,  and  that  at , the  same  time  does  no  injury  to  the 
teeth.  Its  use  is  not  to  be  confounded  with  that  of  the 
Viavi  Liquid  taken  internally. 

Lastly,  the  prevalence  of  rheumatism  and  the  success 
which  experimenters  secured  from  using  the  Viavi  Cerate 
for  rubbing  in  rheumatic  cases  led  to  the  use  of  a  by-pro- 
duct formed  in  the  manufacture  of  Viavi,  namely,  Rheu- 
matism Cure,  for  external  use.  When  thus  used  in  alter- 
nation with  the  Viavi  Cerate  it  is  wonderfully  efficacious. 

But  it  should  be  constantly  borne  in  mind  that  all 
these  remedies  are  intended  to  assist  Viavi  in  the  cure  of 
uterine  diseases  where  their  need  is  indicated,  that  they 
are  not  offered  as  independent  remedies,  and  that  any 
efforts  to  make  an  independent  business  of  their  sale 
apart  from  the  regular  uterine  remedies  is  more  than  apt 
to  bring  failure  to  the  worker. 

Workers  should  be  cautioned  to  avoid  chronic  cases 
of  rheumatism  and  the  worst  forms  of  uterine  disorders 
in  beginning  work,  as  benefit  in  such  cases  is  very  slow 
and  the  disposition  of  other  people  is  to  wait  for  results. 
These  may  come  too  late  to  be  of  great  help  to  the 
worker. 

SPECIAL  IDEA.  —  The  worker  should  be  instructed 
how  to  meet  those  people  who  have  used  the  remedy 
and  have  not  obtained  the  results  they  anticipated. 
They  should  be  shown  the  necessity  of  using  it  properly; 


139 


"  Truth 

gives 

wings 

to 

strength." 


asked  how  long  they  have  used  it  each  day,  and  who 
applied  it,  whether  patient  or  some  one  else.  Ascertain 
if  the  circulation  was  good,  also  ascertain  if  the  patient 
made  any  special  effort  to  remove  any  condition  which 
might  have  a  tendency  to  increase  or  cause  the  disease 
in  the  first  place.  It  will  be  found,  in  a  large  majority 
of  cases  where  they  claim  not  to  have  been  benefited  by 
the  use  of  the  remedy,  that  they  have  not  used  it 
properly  or  sufficiently  long.  Sometimes  the  patient 
may  use  the  remedy  seemingly  faithfully,  and  yet  not  to 
have  the  recuperative  power  to  get  well.  In  the  majority 
of  cases  unsatisfactory  results  have  come  to  those  who 
use  the  remedy  improperly  ;  they  may  wish  to  use  it 
properly,  yet  do  not  know  the  proper  manner.  The 
worker  should  be  taught  to  talk  with  them  accordingly 
as  the  case  demands,  teaching  them  how  to  use  the  rem- 
edy properly,  and  showing  them  why  they  did  not  get 
the  best  results. 

This  is  a  good  place  at  which  to  introduce  testimo- 
nials. Oftentimes  a  woman  will  stop  using  the  remedy 
because  she  felt  worse  after  using  it,  and  in  these  cases 
it  is  well  to  speak  to  them  of  people  who  have  used  the 
remedy  and  were  much  worse,  yet  continued  its  use  and 
became  better.  In  this  way  the  patron  should  be  en- 
couraged to  begin  again,  and  use  the  remedy  thoroughly 
and  continuously. 

In  those  cases  where  the  patient  has  used  the  remedy 
with  beneficial  results  she  will  usually  be  willing  not 
only  to  furnish  a  list  of  the  names  of  friends  whom  she 
would  like  to  be  benefited,  but  oftentimes  she  will  give  a 
testimonial  telling  what  Viavi  has  done  for  her.  These 
testimonials  should  be  used  as  the  other  testimonials — 
not  in  printed  form,  but  by  word  of  mouth. 


140 


"Learning 

brings 

forward 

the 

natural 

powers 

of 

the  mind." 


If  possible  the  testimonial  should  contain  a  state- 
ment to  the  effect  that  the  patron  is  willing  or  unwilling 
to  have  her  name  used.  Testimonials  which  merely  say 
the  writers  "expect  to  be  better  after  they  use  the 
remedy  a  while  longer,"  are  of  no  value  in  talking  with 
a  woman.  The  testimonial  must  be  positive;  the  woman 
must  say  she  is  well  absolutely  and  positively. 

Another  important  feature  is  to  teach  the  worker 
how  to  encourage  patients.  Many  of  our  workers  spend 
more  time  with  the  patients  who  have  already  purchased 
the  remedy  than  those  who  have  not  purchased.  Some 
spend  three- fo u rths  of  their  time  visiting  patients.  A 
worker  should  visit  a  patient  for  the  purpose  of  encour- 
aging her,  and  at  that  time  of  the  day  when  she  cannot 
well  visit  others  for  the  purpose  of  selling;  just  after 
luncheon,  or  after  four  o'clock.  She  should  have  a 
definite  purpose — some  testimonial,  some  fact  concern- 
ing Viavi  upon  which  she  knows  the  patron  needs 
encouragement.  Oftentimes  the  patron  will  bring  up 
some  new  feature  in  her  case;  the  worker  should  at  once 
be  able  to  show  her  from  some  testimonial  which  she 
has  in  mind  that  she  is  liable  to  feel  worse,  and  encour- 
age her  in  a  short,  enthusiastic  way.  Fifteen  minutes 
at  the  outside  are  as  much  as  are  necessary,  and  often 
five  or  ten  minutes  will  be  sufficient.  The  worker  must 
be  made  to  appreciate  the  value  of  her  time. 

SPECIAL  DESCRIPTION.— Analysis  of  the  special 
description  is  a  very  important  office.  When  workers 
enter  the  ranks  they  do  not  seem  able  to  memorize;  but 
they  should  know  the  description  of  the  Viavi  and 
Cerate  thoroughly.  The  whole  treatment  should  be 
thoroughly  analyzed.  The  worker  should  be  made  to 


"A 

right 

sometimes 

sleeps, 

but 

never 

dies." 


understand  that  her  success  will  be  more  pronounced  if 
she  sticks  to  her  work.  We  find  many  new  workers  who 
ask  advice  on  old  chronic  cases,  such  as  rheumatism, 
heart  trouble  and  other  diseases  which  are  practically  in- 
curable, and  they  seem  to  search  after  such  cases.  Let 
the  worker  confine  herself  to  the  uterine  remedy  and 
sell  the  other  remedies  only  as  she  needs  them  in  her 
work  from  time  to  time.  It  is  a  fact  that  uterine  diseases 
are  the  cause  of  hemorrhoids,  stomach  trouble  and 
catarrhal  conditions,  and  therefore  to  treat  these  condi- 
tions while  neglecting  the  main  trouble  is  a  loss  of 
time  and  money  to  the  patient.  The  percentage  of  suc- 
cess in  our  business  is  by  far  greater  than  any  other 
business  we  know  of,  because  of  thorough  drilling  and  our 
determination  to  have  the  worker  understand  her  work 
and  have  our  plan  in  her  mind  and  work  to  that  plan  ; 
and  therefore  the  necessity  of  instructing  the  worker  in 
that  sphere  in  which  these  auxiliary  remedies  are  to 
come. 


142 


CHAPTER  ix. 


IXTH  LESSON, 


"  Whilst 

you 

are 

prosperous 

you 

may 

count 

on 

having 

many 

friends." 


fa)  REVIEW  everything  that  has  been  memorized, 
making  worker  thoroughly  familiar  with  the  whole  sub- 
ject before  she  starts  out.  Take  up  the  special  descrip- 
tions that  have  not  been  analyzed. 

(b)  TESTIMONIAL  BOOK. —How  arranged;     ex- 
amination on;  uses  of. 

(c)  SYMPTOM  LISTS.  —Those  in  packages  sold  to 
be   filled  out  and  sent  to  the    Hygienic  Department  at 
once;  other  uses;  patrons'  correspondence  with  Hygienic 
Department. 

(d)  RECORD  OF  PATRONS.  —  Book  showing  at  a 
glance  when  patrons  will  exhaust  their  remedy  and  need 
more;  another  record  showing  digest  of  each  case. 

(e)  SPECIAL  IDEA. —Worker's  responsibility. 

(f)  MAGNITUDE  OF  VIAVI.  —  Peculiarities  which 
distinguish  Viavi  and  make  it  a  grand  and  world-wide 
work. 

CLOSING  WITH  THE  DESCRIPTION.  —  The 
whole  description  having  been  thoroughly  memorized, 
analyzed  and  understood,  it  should  be  reviewed  com- 
pletely. The  value  of  interruptions  and  objections  is 
very  great,  and  these  should  be  practiced  with  the  ut- 


143 


"Misfortunes 

display 

the 

skill 

of 

a 

general; 

prosperous 

circumstances 

conceal 

his 

weakness." 


most  thoroughness.  Often  it  is  observed  that  a  worker 
forgets  where  she  was  in  the  description  when  the  inter- 
ruption occurred.  This  shows  that  she  has  not  fully 
mastered  it;  her  ability  to  fall  instantly  back  to  the  right 
place  after  having  been  dragged  out  of  it  constitutes  the 
final  test  of  her  knowledge,  for  the  interruptions  intro- 
duced into  the  practice  are  just  such  as  will  occur  when 
the  worker  goes  out  to  sell  the  remedy.  These  interrup- 
tions are  more  than  likely  to  come  with  special  force  in 
the  paragraph  beginning  "These  diseases  are  local,"  and 
as  that  and  the  paragraph  following  are  the  most  import- 
ant in  the  whole  description,  it  is  extremely  advisable 
that  they  should  be  so  thoroughly  mastered  that  no  in- 
terruption shall  prove  able  to  disconcert  the  worker. 

TESTIMONIAL  BOOK.  —  A  large  scrap-book  for  the 
testimonials  is  essential.  The  manager  should  be  pro- 
vided with  the  printed  testimonial  indexes  which  the  di- 
vision headquarters  furnish,  and  one  of  these  should  be 
supplied  to  each  worker  after  the  plate-book  drill  has 
been  learned.  The  scrap-book  should  be  strong  and  able 
to  stand  the  hard  wear  that  the  worker  is  expected  and 
taught  to  give  it.  The  worker  should  be  required  to 
paste  the  testimonials  in  the  book  in  the  order  of  their 
numbers,  and  the  manager  should  see  that  the  past- 
ing is  done  neatly.  As  each  testimonial  is  pasted  in 
the  book  it  should  be  carefully  read,  arid  all  the  salient 
points  in  it  underscored  by  the  worker  with  a  pen  or 
pencil.  This  underscoring  will  serve  not  only  to  catch 
the  eye  whenever  reference  is  made  to  the  testimonial 
thereafter,  but  it  will  assist  in  fastening  the  idea  in  the 
mind  of  the  worker.  The  printed  index  should  be  pasted 
in  the  front  of  the  book,  and  if  it  does  not  contain  refer- 
ence to  all  the  testimonials  (some  of  the  later  ones  may 


144 


"He 

who 

follows 

two 

hares 

is. 

sure 

to 

catch 

neither.'' 


not  be  included)  the  worker  should  herself  supply  the 
omission  by  writing  in  the  references,  placing  them  un- 
der the  various  heads  which  each  testimonial  may  fit;  it 
is  rarely  that  one  testimonial  goes  under  only  one  head 
in  the  index. 

This  index  is  one  referring  to  symptoms.  Another  pre- 
pared on  a  type-writer  and  pasted  in  the  back  of  the 
book,  showing  the  names  of  the  testimonial  writers  in 
alphabetical  order,  would  be  a  useful  aid. 

This  book  of  testimonials  is  solely  for  reference  and 
study.  The  worker  does  not  take  it  with  her  in  making 
a  canvass,  as  it  would  be  bulky  and  formidable.  But  she 
must  study  it  carefully  in  order  to  familiarize  herself 
with  the  testimonials  contained  in  it,  as  this  knowledge 
is  necessary  to  her  success.  The  testimonials  which  she 
carries  around  are  selected  duplicates  of  those  in  the 
book,  and  those  so  selected  must  be  memorized  in  such  a 
way  that  a  mental  picture  of  the  history  behind  it  and 
the  circumstances  that  called  it  out  produce  a  vivid  men- 
tal picture.  She  must  see  in  her  mind  how  the  woman 
looked,  what  evidences  of  suffering  her  face  betrayed, 
how  wretched  her  life  and  spirits  were  while  suffering, 
how  Viavi  gradually  made  a  change  in  her  appearance 
and  manner,  how  the  lines  of  suffering  faded  slowly  from 
her  face,  how  color  returned  to  the  wan  cheeks  and  flesh 
filled  out  the  shrunken  skin,  how  a  great  flood  of  trium 
phant  joy  filled  her  soul  when  Viavi  had  brought  health 
and  how  she  was  so  elated  with  gratitude  for  her  deliver 
ance  and  with  a  kindly  human  feeling  to  see  others  enjoy 
the  great  happiness  that  had  come  into  her  life,  that  she 
gladly  wrote  the  testimonial,  and  would  do  anything  else 
in  her  power  to  bring  Viavi  to  the  wider  notice  of  suffer- 
ing women.  Let  her  understand  that  the  written  testi- 


145 


"Nothing 

can 

come 

of 

nothing." 


monial  is  but  a  part  of  the  evidence  of  gratitude  that  the 
cured  sufferer  exhibits;  that  she  is  all  the  time  talking 
Viavi  among  her  friends,  and  has  been  instrumental  in 
bringing  many  of  them  to  a  condition  of  health;  that  it 
is  so  with  all  women  who  have  been  cured  by  Viavi — 
their  gratitude  is  unbounded,  and  more  testimonials  are 
offered  to  The  Viavi  Company  by  grateful  women  who 
want  to  do  good  than  can  possibly  be  used. 

After  the  scrap-book  has  been  made  the  worker  should 
be  drilled  upon  it.  Her  knowledge  of  its  contents  should 
be  ascertained,  and  all  possible  misconceptions  should  be 
found  out  and  eliminated.  This  may  be  done  in  the 
Sixth  Lesson  if  the  scrap-book  has  been  made  during  the 
progress  of  the  drill.  While  it  would  hardly  be  possible 
in  one  lesson  to  examine  on  all  the  testimonials,  suffi- 
cient can  be  done  to  ascertain  if  the  work  has  been  done 
properly,  and  a  true  conception  of  the  importance  of  tes- 
timonials acquired. 

The  testimonial  book  should  be  the  worker's  chief 
source  of  information  and  inspiration.  From  it  she 
learns  the  whole  range  of  cases  to  which  Viavi  is  appli- 
cable, and  will  be  able  to  refer  instantly  to  it  for  cases 
similar  to  those  she  meets  in  her  active  work.  From  it 
she  will  learn  the  tremendous  curing  power  of  the  rem- 
edy, and  thus  acquire  strength,  courage  and  confidence. 

THE  SYMPTOM  LIST.  —  Intelligent  attention  to 
the  Symptom  List  is  essential  to  success  in  this  business. 
Besides  the  symptom  list  that  is  contained  in  every  pack- 
age of  Viavi  the  worker  should  have  a  separate  supply, 
the  use  of  which  should  be  thoroughly  understood.  We 
shall  first  discuss  the  use  of  the  symptom  list  contained 
in  the  package  of  Viavi. 

When  the  sale  has  been  made  the  first  thing  for  the 


146 


"It 

proves 

a 

squeamish 

stomach 

to 

taste 

of 

many 

things." 


worker  to  do  is  to  open  the  package,  take  out  the  symp- 
tom list  and  explain  its  use.  It  is  the  means  by  which 
the  Hygienic  Department  of  the  Viavi  Company  assists 
the  patron  in  the  intelligent  use  of  the  remedy.  The  list 
should  be  immediately  filled  out  by  the  patron  under  the 
direction  of  the  worker,  and  the  patron  should  be  in- 
structed to  send  this  list  so  filled  out  to  the  Hygienic 
Department  of  the  division  headquarters,  with  a  stamped 
envelope  for  a  reply.  As  the  valuable  advice  given  with- 
out any  charge  whatever  by  the  Hygienic  Department  is 
eminently  to  the  benefit  of  the  patron,  her  sending  of  a 
stamped  envelope  addressed  to  herself  ought  not  to  be 
deemed  a  hardship. 

The  proper  filling  out  of  the  symptom  list  is  the 
greatest  trouble  with  which  the  Hygienic  Department 
has  to  contend.  Some  women  want  to  omit  their  age  ; 
that  is  fatal  to  the  document.  Others  neglect  the  date  ; 
there  is  no  sure  way  for  the  Hygienic  Department  to 
know  when  the  list  was  written,  and  hence  there  is  un- 
certainty as  to  whether  the  symptoms  therein  recorded 
are  those  which  may  be  present.  Every  question  in  that 
list  means  something  important,  and  the  omission  of  an 
answer  to  any  single  one  of  the  questions,  where  it  can  be 
answered,  destroys  the  value  of  the  entire  list.  Some  are 
so  careless  as  to  omit  the  exact  postoffice  address  or  the 
initials  of  the  patient  (the  husband's  initials,  if  there  is  a 
husband,  should  always  be  employed),  and  then  they 
wonder  why  the  Hygienic  Department  never  replies  to  the 
letter.  It  may  be  taken  for  granted  as  an  absolute  and 
unvarying  fact  that  if  a  letter  is  properly  addressed  to  the 
Hygienic  Department,  so  that  it  will  reach  its  destina- 
tion, and  the  list  properly  filled  out,  there  is  bound  to 
come  an  answer,  and  that  where  no  answer  is  forthcom- 


147 


"Happiness 
has 
many 
friends." 


ing  the  fault  is  with  the  worker  or  patron.  The  worker 
is  the  one  to  see  that  the  patron  fills  out  the  first  list 
properly  and  addresses  the  envelope  correctly.  The 
worker  is  responsible  for  every  error  that  leads  to  hitches 
in  the  correspondence. 

This  use  of  the  symptom  list  is  to  place  the  patron 
in  communication  with  the  Hygienic  Department,  and 
thus  strengthen  her  interest  in  the  remedy  and  her  deter- 
mination to  effect  a  cure  in  her  own  case.  The  assistance 
which  she  will  get  from  the  Hygienic  Department  will  be 
highly  useful.  It  will  give  her  important  instructions  in 
the  care  of  her  health  as  well  as  the  proper  use  of  the 
remedy,  and  is  a  most  important  means  for  assisting  the 
worker  in  making  further  sales,  if  needed,  to  the  same 
patron.  It  will  generally  be  noticed  that  the  worker  who 
induces  the.  largest  number  of  her  patrons  to  use  the 
symptom  list  is  the  one  who  succeeds  best. 

In  rare  cases,  where  the  worker  is  not  certain  that 
the  remedy  would  be  suitable  for  a  certain  case,  she  may 
fill  out  a  loose  symptom  sheet  and  send  it  to  the  Hygienic 
Department ;  but  this  must  never  be  done  except  in  cases 
of  extreme  doubt,  or  the  positive  refusal  of  the  sufferer 
to  buy  until  she  has  heard  from  the  Hygienic  Department. 
To  depend  upon  the  symptom  list  to  take  the  place  of 
earnest  effort  on  the  part  of  the  worker — to  shift  her 
work  upon  the  Hygienic  Department  —  will  surely  prove 
fatal  to  her  success.  The  sending  of  a  symptom  list  under 
such  circumstances  means  a  great  loss  of  time,  and  will 
cause  the  prospective  purchaser  to  lose  her  interest  in  the 
remedy  and  forget  what  has  been  told  her  concerning  it. 

Some  workers,  in  applying  to  the  Hygienic  Depart- 
ment for  assistance  in  such  cases,  have  been  content  to 
write  a  letter  giving  a  few  particulars,  expecting  that  they 


148 


"The 

faithful 

are 

sure 

of 

their 

reward." 


would  give  information  upon  which  to  base  an  intelli- 
gent opinion.  That  is  wrong.  It  would  require  a  letter 
of  twenty  pages  to  contain  as  much  as  the  symptom  list, 
and  even  then  it  would  not  be  nearly  so  complete  or  satis- 
factory. 

RECORD  OF  PATRONS.  — A  most  useful  record, 
one  upon  which  the  drill  should  be  thorough,  is  one 
showing  the  name  and  residence  of  each  patron,  the  pur- 
chase which  she  made  and  the  time  when  it  will  be  used 
up.  This  will  enable  the  worker  to  know  at  a  glance 
when  she  should  visit  the  patron  again  for  the  purpose  of 
making  another  sale  if  one  should  be  required.  It  is  well 
to  have  a  blank  book  ruled  in  fifty-two  columns,  one  for 
each  week  of  the  year,  and  to  indicate  in  the  appropriate 
column  the  time  when  each  patron  will  finish  the  treat- 
ment which  she  purchased.  The  columns  will  thus  tell 
the  story  at  a  glance,  and  no  hunting  or  remembering  will 
be  required.  A  great  many  sales  are  lost  by  neglecting  to 
watch  the  cases  that  thus  run  out  of  treatment,  and  as  a 
cure  has  not  been  effected  the  remedy  leaves  an  unfavor- 
able reputation. 

Another  excellent  record  that  all  should  keep  is  one 
showing  a  digest  of  each  case  -  the  name  and  residence 
of  the  patron,  the  amount  and  kind  of  her  purchase,  the 
date,  the  nature  of  the  patron's  ailment,  and  a  condensed 
history  of  the  case  as  it  develops  under  the  treatment. 
This  record  should  be  indexed.  When  it  is  properly  kept 
and  used  a  lady  who  visits  the  office  or  worker  can  be  in- 
stantly told  all  about  herself,  and  a  quick  judgment  can 
be  formed  of  what  is  required  for  the  future.  A  great 
many  women  are  much  benefited  without  being  conscious 
of  the  fact,  the  improvement  having  been  gradual.  The 
record  will  show  this  and  will  refute  any  declaration  that 


149 


"A 

strong 

shield 

is 

the 

safety 

of 

commanders. ' ' 


the  patron  may  make  that  she  has  not  received  any 
benefit. 

SPECIAL  IDEA.  —  The  worker  has  now  been 
equipped  for  the  work.  She  has  been  taught  the  power 
of  Viavi,  the  value  and  use  of  testimonials,  the  intelligent 
care  needed  for  the  symptom  list,  and  the  necessity  for 
regular  reports  to  the  office.  She  has  been  shown  the 
necessity  of  keeping  herself  in  close  touch  and  sympathy 
with  the  office,  and  of  being  assured  of  all  the  help  and 
encouragement  that  it  is  possible  to  give.  She  has  pro- 
vided herself  with  the  needful  material  in  the  shape  of 
remedy,  testimonials,  Health  Books,  blanks,  etc.  It  now 
remains  largely  a  question  with  the  manager  whether 
the  worker  succeeds,  and  whether  she  achieves  the  best 
results  of  which  she  is  capable. 

So,  after  all,  the  training,  though  its  thoroughness  is 
so  necessary,  is  by  no  means  all  that  the  manager  can 
and  should  do.  In  fact,  the  training  given  in  the  office 
is  only  the  beginning  of  the  training  that  must  continue 
so  long  as  the  worker  remains  in  the  field.  She  will 
there  learn  much  by  experience,  but  times  of  discourage- 
ment will  arise,  and  then  she  will  need  the  most  constant 
care.  Why  do  women  ever  drop  out  of  the  business? 
They  give  many  reasons,  which  on  their  faces  look  valid. 
A  worker  may  say  that  she  has  not  the  time  to  spare  from 
her  husband  or  children,  or  other  members  of  the  fam- 
ily. And  yet  it  would  seem  to  be  an  extraordinary  thing 
that  would  take  a  woman  out  of  the  work  if  she  has  been 
thoroughly  trained,  if  she  has  been  made  to  understand 
the  financial  possibilities  and  moral  obligations.  Sup- 
pose that  a  certain  percentage  of  Manager  A's  workers 
drop  out,  and  a  smaller  percentage  of  Manager  B'd 
workers  do  likewise;  what  must  the  inference  be? 


150 


"Foil 

should 

forgive 

many 

things 

in 

others, 

but 

nothing 

in 

yourself. 


Either  that  B  is  the  better  trainer,  or  that  she  keeps  a 
firmer  hand  upon  her  workers  after  sending  them  out. 
This  carries  us  back  to  the  old  proposition  that  the  work 
done  by  the  women  in  the  field  is  the  test  of  the  mana- 
ger's ability  as  a  manager.  Here  are  some  questions  that 
every  manager  should  be  constantly  asking  of  self:  How 
should  I  like  to  have  my  percentage  of  hirings  of  all  those 
who  applied,  compared  with  the  percentage  of  hirings 
by  all  other  managers  ?  How  should  I  like  to  have  my 
training  method  compared  with  that  of  all  other  man- 
agers ?  How  should  I  like  my  percentage  of  withdrawals 
from  the  work  to  be  compared  with  the  percentage  of 
withdrawals  that  other  managers  have  ? 

The  withdrawal  of  any  woman  from  the  work,  except 
for  causes  over  which  there  could  not  possibly  be  any  con- 
trol, is  a  serious  blow  to  the  business.  It  means  far  more 
than  the  loss  of  a  worker.  Even  though  it  means  that  the 
worker  was  naturally  unfitted  to  so  remarkable  a  degree 
that  no  human  power  could  infuse  into  her  the  spirit  of  a 
worker,  still  her  withdrawal  will  be  an  injury,  for  her  ac- 
quaintances will  naturally  argue  that  if  she  could  not 
make  a  success  of  the  work,  it  would  be  useless  for  them 
to  try. 

On  the  other  hand,  every  successful  worker  who  is 
fond  of  the  work  and  enthusiastic  in  it  is  an  immense 
benefit  in  all  ways.  Her  success  as  a  seller  makes  her 
more  and  more  successful  in  that  regard,  and  inspires 
other  women  to  share  her  good  fortune  by  entering  the 
work.  A  successful  seller  has  an  abundance  of  that  self- 
reliance  and  authoritative  manner  which  inspire  suffer- 
ing women  with  confidence  in  Viavi  and  a  desire  to  use 
it  faithfully  and  persistently.  Hence  it  is  that  the  most 
successful  workers  handle  cases  yielding  the  largest  per- 


"Avoid 

the 

dangers 

of 

idleness." 


centage  of  cures;  and  that  is  a  very  important  matter. 

As  every  efficient  worker  is  a  successful  agent  in  the 
selling  of  the  remedy,  so  by  her  example  is  she  an  inspira- 
tion to  other  women  to  enter  the  business.  This  has 
reference  to  local  workers  particularly.  In  order  to  in- 
crease their  usefulness  in  this  regard  it  would  be  well  to 
give  them  a  commission  on  purchases  made  by  women 
whom  they  bring  into  the  work. 

There  exists,  therefore,  every  incentive  on  the  part  of 
the  manager  not  only  to  train  her  workers  to  the  highest 
point  of  efficiency,  but  to  keep  them  constantly  under 
training  after  they  have  gone  into  the  field.  The  reports 
need  to  be  studied  with  the  closest  attention.  The  hours 
of  work  should  be  held  up  to  the  highest  pitch  possible, 
as  time  is  of  the  essence  of  Viavi  success,  as  well  as  ot 
success  in  all  other  enterprises.  The  people  who  have 
risen  to  the  highest  positions  in  this  work  never  think  of 
the  number  of  hours  they  devote  to  it.  It  is  not  uncom- 
mon for  the  heads  of  divisions  to  devote  twelve  or  four- 
teen hours  a  day  to  their  labors.  In  a  letter  from  C.  P. 
Huntington,  the  railroad  magnate,  published  in  1897,  he 
said  that  the  secret  of  his  success  was  working  all  the 
time.  He  declared  that  in  his  younger  days,  when  he  was 
working  for  other  men,  he  never  kept  an  eye  on  the  clock 
to  see  if  knocking-off  time  was  near,  but  worked  right  on 
as  long  as  they  would  let  him;  and  that  after  his  day's 
work,  instead  of  looking  for  the  common  pleasures  of 
most  of  the  other  young  men,  he  got  down  his  books  and 
dug  into  them  for  the  wisdom  that  makes  success  in  life. 

Viavi  workers  can  be  made  to  feel  the  importance  of 
time,  and  the  necessity  for  utilizing  it  as  fully  as  possible 
in  order  to  achieve  the  highest  success.  They  can  be 
made  to  feel  that  life  is  short,  that  time  is  precious,  that 


152 


"Power 

is 

easily 

retained 

by 

those 

means 

which 

acquired 

it." 


duty  is  urgent,  and  that  ' '  the  night  cometh,  when  no 
man  can  work." 

Whenever  a  worker  leaves  the  business  or  shows  an 
inclination  to  slacken  in  her  zeal  and  energy,  the  fault 
may  be  looked  for  in  the  manager's  office,  with  a  reason- 
able prospect  of  finding  it.  And  if  the  manager  is  exactly 
of  the  right  sort,  there  will  be  no  desire  to  escape  whatever 
blame  rightfully  attaches,  but  an  earnest  and  merciless 
self-examination  to  find  the  fault  and  avoid  it  in  future. 
Particularly  unpardonable  is  it  for  a  manager  to  permit  a 
worker's  ardor  and  energy  to  cool  under  any  circum- 
stances. That  is  a  severer  reproach  than  complete  with- 
drawal from  the  work. 

MAGNITUDE  OF  THE  BUSINESS.  —  As  in  hiring 
and  lecturing,  so  in  training,  the  worker  should  be  im- 
pressed with  the  importance  of  dilating  on  the  magnitude 
of  the  Viavi  business;  the  countless  thousands  who  are 
using  it  and  blessing  it;  the  countries  all  over  the  world 
whose  inhabitants  have  welcomed  it.  By  giving  to  all 
with  whom  she  comes  in  contact  the  impression  that  she 
is  part  of  a  mighty  force  that  reaches  to  the  furthest  con- 
fines of  civilization  the  worker  will  acquire  a  standing 
and  command  a  respect  impossible  if  the  impression  is 
permitted  to  prevail  that  Viavi  is  limited  to  any  one  state, 
section  or  country. 

She  should  be  instructed  also  to  show  that  Viavi  is 
not  easy  to  obtain ;  that  it  cannot  be  purchased  at  drug- 
stores, or  from  any  but  the  carefully  selected  women  au- 
thorized to  sell  it;  that  it  is  not  offered  promiscuously, 
but  only  to  intelligent  women,  who  have  both  sense  and 
conscience;  that  those  interested  in  it  are  so  extremely 
jealous  of  its  reputation  that  they  do  not  want  it  to  be 
bought  unless  there  is  a  reasonable  prospect  of  its  being 


153 


"  The 

shadow 

of 

a 

mighty 

name." 


able  to  produce  a  benefit,  and  that  it  is  the  only  remedy 
of  its  class  whose  proprietors  take  so  lively  an  interest  in 
the  welfare  and  happiness  of  their  customers.  With  them 
it  is  not  a  matter  of  selling  the  remedy  to  a  suffering 
woman,  taking  her  money,  and  leaving  the  rest  to  chance 
or  her  own  carelessness.  They  desire  first  of  all  that  a 
cure  should  be  effected.  To  that  end  they  employ  the 
most  scientific  methods  in  its  manufacture,  permit  it  to  be 
sold  only  by  women  who  thoroughly  understand  its  use, 
desire  it  to  be  bought  only  by  women  who  need  it  and 
have  an  earnest  desire  and  determination  to  be  cured,  and 
after  the  purchase  stand  ready  and  anxious  to  give  any 
advice,  without  charge,  that  may  be  desired  or  that  may 
assist  the  better  operation  of  the  remedy.  For  these  rea- 
sons Viavi  stands  wholly  apart  from  other  remedies  in- 
tended for  these  uses.  It  represents  a  great  ethical  move- 
ment having  the  assistance  of  the  highest  conscience  and 
intelligence  in  its  dissemination  and  the  support  of  the 
highest  reform  influences  that  exist.  With  this  concep- 
tion of  the  grandeur  of  the  remedy,  and  of  the  noble  work 
that  it  is  doing  in  relieving  suffering  and  raising  the  stan- 
dard of  humanity,  success  is  bound  to  attend  the  efforts 
of  all  who  put  their  whole  soul  and  energy  into  the  work. 
May  all  these  truths  sink  deeply  into  the  heart  of 
every  one! 


154 


PART  IV. 

CHAPTER  i. 


ECTURES, 


shall 

be 

loyal 

during 

my 

life." 


INTRODUCTION. — Much  of  a  woman's  power  is  meas- 
ured at  the  point  where  she  comes  in  contact  with 
the  world.   She  is  there  taken  at  her  estimate  of  her- 
self.    If  she  shows  that  she   feels  herself  strong, 
self-reliant  and  possessed  with  an  unfaltering  conviction 
that  the  cause  she  advocates  is  the  best  for  humanity, 
she  will  infallibly  be  so  regarded  by  others. 

Tact  is  the  most  valuable  of  all  traits  when  advance- 
ment of  self  or  a  cause  is  the  aim,  and  it  is  peculiarly 
upon  women  that  the  burden  of  developing  tact  most 
heavily  rests.  It  is  a  complex  quality,  but  its  great  value 
resides  in  certain  principles,  such  as  sweetness  of  temper, 
a  sympathetic  bearing,  an  attractive  personal  appearance, 
and  the  ability  to  discard  useless  agencies  and  select  use- 
ful ones.  Given  two  women  equal  on  the  score  of  brains, 
and  the  one  who  makes  herself  the  more  attractive  and 
agreeable  will  be  the  more  successful. 

It  may  not  be  out  of  place  here  to  relate  the  striking 
history  of  a  woman  well  known  to  the  writer,  as  an  illus- 
tration of  the  immense  power  that  women  can  develop 


155 


"A 

pleasing 
countenance 
is 
a 

silent 

recommenda- 
tion." 


when  they  make  a  systematic  and  intelligent  study  of 
the  matter.  Mrs.  A.  was  the  mother  of  several  children 
and  the  wife  of  a  scholarly,  refined,  able  man.  The 
trouble  with  the  husband  was  that  he  lacked  the  power  to 
get  on  in  the  world — was  willing  and  efficient,  but  lacked 
the  push  and  self-reliance  requisite  to  the  best  success. 
Generous  entertainment  was  the  rule  of  the  home,  and  the 
household  expenses,  from  various  causes,  including  the 
education  of  the  children,  were  heavy.  It  was  therefore 
necessary  for  the  wife  to  earn  money,  which  she  did  by 
teaching  music. 

Without  warning  the  wife  was  stricken  with  paraly- 
sis ;  the  income  of  the  home  fell  at  a  time  when  even  a 
larger  income  was  required.  It  was  then  that  the  wife 
deliberately  evolved  an  elaborate  plan  for  bringing  her 
husband  forward  and  making  his  superior  qualities  avail- 
able. She  had  paralysis  of  one  side,  and  this  curtailed 
her  ability  as  a  teacher,  though  it  did  not  seriously  cripple 
her  walk,  and  by  great  tact  and  study  she  concealed  her 
infirmity  so  successfully  that  few  except  her  most  intimate 
friends  were  aware  of  it.  She  began  the  study  of  the  art 
of  making  herself  personally  attractive,  on  the  familiar 
principle  that  an  attractive  woman — which  means  to  say 
a  woman  who  makes  herself  attractive — has  an  enormous 
power  not  possessed  by  women  who  neglect  the  art  or 
lack  the  wisdom  to  appreciate  its  value,  Up  to  this  time' 
being  a  scholarly  woman,  and  having  unworldly  men 
and  women  largely  for  her  associates,  she  had  rather 
held  herself  aloof  from  considerations  of  her  persona 
appearance  and  manner,  taking  the  unwise  position,  like 
many  other  highly  educated  women  and  leaders  of 
thought,  that  such  considerations  were  frivolous  and  wor- 
thy the  attention  only  of  shallow  and  ignorant  women. 


156 


4 'Fortune 

sells 

the 

favors 

which 

she 

seems 

to 

lavish 


However,  a  little  study  of  the  subject  showed  her  the  tre- 
mendous error  that  she  had  been  cherishing.  Without 
delay  she  turned  all  her  attention  to  the  subject,  with  the 
result  that  within  a  year  her  transformation  had  become 
marvelous. 

She  threw  herself  into  the  living  current  of  the  world, 
and  caught  the  spirit  of  its  magnetism  and  vigor.  She 
associated  with  dainty  women  and  learned  their  ways,  and 
with  the  strong  world-builders  of  the  opposite  sex  and 
acquired  their  practical  wisdom.  From  a  woman  with 
the  carelessness  of  dress  and  hard  voice  and  manner  of 
one  whose  education  had  been  deep  but  narrow,  she  had 
developed  into  a  sweet-voiced,  gentle-mannered  woman, 
whose  wisdom  and  power  were  carefully  held  in  reserve 
and  never  made  offensive.  She  acquired  by  study  the 
rare  art  of  never  seeming  to  feel  any  superiority  over  even 
the  shallowest  and  most  ignorant.  She  had  never  been 
regarded  as  anything  but  a  woman  plain  of  face,  figure 
and  dress ;  but  now  people  suddenly  realized  that  she  was 
beautiful — all  this  in  a  paralytic  woman  of  middle  age, 
the  mother  of  grown  children. 

By  cultivating,  attracting  and  learning  the  living 
human  forces  that  move  the  world  she  brought  her  hus- 
band's abilities  to  the  notice  of  those  who  could  appreciate 
his  worth.  Presently  she  secured  for  him  a  position  with 
a  salary  of  $4,000  a  year,  more  than  double  the  amount 
he  had  ever  earned  before  in  a  twelvemonth.  He  dis- 
charged the  duties  of  his  position  ably,  and  she  took  care 
that  the  fact  should  be  known.  In  two  or  three  years  she 
found  and  secured  for  him  a  position  with  a  salary  of 
$8,000  a  year,  and  he  filled  that  as  ably  as  the  other.  He 
is  now  holding  that  position,  and  want  is  no  longer 
dreaded  in  that  home. 


157 


"The 

great 

wisdom 

of 

man 

consists 

in 

the 

knowledge 

of 

his 

follies," 


We  have  gone  into  this  case  somewhat  at  length,  be- 
csuse  it  is  typical  of  a  great  many  triumphs  which 
women  achieve  modestly,  legitimately,  and  for  which 
they  would  deny  themselves  the  credit.  A  beautiful  trait 
of  this  woman  was  that  she  completely  concealed  from 
her  husband  the  true  reason  for  his  advancement,  and  the 
worthy  man  thinks  to  this  day  that  he  alone  was  the 
author  of  his  good  fortune.  It  is  her  desire  that  he  should 
continue  to  think  so.  The  whole  story  is  that  this  noble 
woman  had  developed  tact,  and  in  doing  so  had  received 
the  deepest  and  most  lasting  benefits  to  her  body,  mind 
and  soul.  To-day  she  is  spoken  of  as  the  beautiful  Mrs. 
A.,  a  queen  among  women  and  a  worker  for  good. 

Her  history  might  be  an  inspiration  to  every  woman 
working  in  the  noble  cause  of  Viavi.  In  this  work  the 
incentive  to  develop  power  should  be  deemed  as  great  as 
that  which  transformed  Mrs.  A.  A  Viavi  woman  who  has 
a  prosperous  appearance  will  rightfully  create  the  impres- 
sion that  those  engaged  in  Viavi  work  are  properous. 
Any  woman  with  a  dowdy  or  self-neglectful  appearance 
will  create  the  impression  that  she  is  not  prosperous,  or 
her  indifference  will  be  taken  as  an  indication  that  Viavi 
attracts  only  women  of  an  inferior  grade.  This  is  because 
we  are  all  judged  largely  by  externals.  In  fact,  there  is  no 
other  convenient  way  for  strangers  to  estimate  us.  It  is 
taken  as  a  matter  of  course  that  if  people  are  prosperous 
they  will  give  evidence  of  the  fact  in  adopting  those  ways 
which  good  taste  brings  out  of  prosperity;  that  if  they 
are  moved  in  their  course  by  some  strong  conviction, 
they  will  show  the  earnestness  and  enthusiasm  that  had 
come  to  be  associated  generally  with  conviction. 

Viavi  needs  women  of  that  kind  —  women  who 
always  want  to  grow  and  expand  and  make  themselves 


158 


•'Great 

men 

never 

limit 

themselves 

in 

their 

plans." 


more  and  more  useful,  valuable  and  efficient  to  themselves 
and  humanity.  It  is  admitted  by  those  competent  to 
judge  that  the  growth  of  the  Viavi  businsss  has  exceeded, 
that  of  any  other  enterprise  of  modern  times.  One  great 
reason  for  this  rapid  and  substantial  growth  has  been  the 
undisputed  merits  of  the  remedy ;  another,  the  constant 
effort  on  the  part  of  those  who  manufacture  it  to  maintain 
its  high  standard  of  strength  and  purity,  and  still  another 
the  sound  and  thorough  business  principles  on  which  it  is 
conducted.  But  the  self-development  and  devotion  of 
the  brave  band  of  women  engaged  in  its  distribution  are 
agencies  whose  value  is  thoroughly  understood  and  appre- 
ciated. It  is  a  recognition  of  this  fact  that  explains  the 
solicitude  of  the  proprietors  and  their  desire  to  see  the 
women  engaged  in  the  work  developed  to  the  highest 
possible  point  of  conviction,  devotion  and  energy. 

This  desire  is  based  on  the  principle  that  the  absence 
of  business  advantages  in  the  cases  of  most  women  has 
left  a  wide  margin  for  their  business  improvement ;  it  is 
this  margin  that  the  Viavi  work  aims  to  cover.  If  it  is 
covered  the  woman's  highest  development  has  been  made 
possible.  Were  it  not  that  we  have  had  so  abundant 
evidence  of  this  fact  we  would  not  urge  it  so  strenuously 
here.  The  Viavi  field  has  many  women  who  have  devel- 
oped to  a  point  of  efficiency  that  their  friends  and  even 
themselves  never  dreamed  possible,  and  this  fact  is  not 
affected  by  the  possibility  that  the  worker  herself  is  un- 
conscious of  the  wonderful  change  that  has  come  over 
her.  One  of  the  happiest  compensations  for  all  the 
thought  and  labor  that  we  give  the  business  is  the  realiza- 
tion that  it  is  thus  accomplishing  so  much  for  those  who 
engage  in  it.  We  are  as  proud  of  Viavi's  achievement  in 
that  line  as  of  the  wonderful  cures  it  has  effected. 


159 


"  Consolation, 

when 

improperly 

administered, 

does 

but 

irritate 

the 

affliction." 


Those  who  have  thus  developed  are  those  who  have 
formed  an  approximate  conception  of  the  grandeur  of 
Viavi,  of  its  unapproachable  value  as  a  remedy  for 
disease,  of  the  good  that  it  is  capable  of  doing  and  is  ac- 
tually doing  under  intelligent  handling.  But  for  all  the 
marvelous  progress  that  the  remedy  has  made,  and  despite 
the  fact  that  it  has  surpassed  all  expectation,  there  is  not 
a  single  one  in  the  business  —  even  including  those  who 
have  been  connected  with  it  from  the  beginning  —  who 
has  anything  like  a  full  conception  of  the  greatness  and 
magnitude  that  Viavi  will  achieve  in  the  years  to  come. 
The  present  leaders  will  die  in  the  fulness  of  their  time, 
but  Viavi  must  go  on  in  its  grand  conquest  of  the  world 
of  disease  and  suffering.  Its  history  is  not  limited  to  the 
life  of  any  man  or  woman,  nor  any  set  of  men  ro  women 
It  has  been  brought  upon  the  earth  for  a  purpose  that  has 
been  demonstrated,  and  that  is  the  inspiration  of  the  faith 
which  those  who  know  it  cherish  in  it,  and  it  will  remain 
until  time  is  no  more. 

The  success  of  the  business  is  due  largely  to  the  fact 
that  it  is  not  founded  on  sordid  motives;  that  it  is  not 
conducted  with  an  eye  single  to  the  profits  which  this  or 
that  set  of  men  may  wring  from  it,  but  that  it  has  been 
built  for  the  good  of  womankind,  for  the  good  of  the 
children  that  are  yet  unborn,  and  for  the  happiness  of 
the  race  of  which  we  are  members. 

Every  noble  worker  who  has  this  conception  is 
anxious  to  advance  the  work,  and  is  never  too  tired  to 
think  and  talk  of  the  results  that  have  been  accomplished. 
It  is  this  high,  noble  and  sacrificing  spirit  on  the  part  of 
the  workers  that  has  been  an  important  means  of  lifting 
this  business  up  to  its  present  position.  So  long  as  the 
business  is  kept  on  the  high  plane  that  it  is  for  the  pur- 


158 


"Great 

men 

never 

limit 

themselves 

in 

their 

plans." 


more  and  more  useful,  valuable  and  efficient  to  themselves 
and  humanity.  It  is  admitted  by  those  competent  to 
judge  that  the  growth  of  the  Viavi  businsss  has  exceeded, 
that  of  any  other  enterprise  of  modern  times.  One  great 
reason  for  this  rapid  and  substantial  growth  has  been  the 
undisputed  merits  of  the  remedy  ;  another,  the  constant 
effort  on  the  part  of  those  who  manufacture  it  to  maintain 
its  high  standard  of  strength  and  purity,  and  still  another 
the  sound  and  thorough  business  principles  on  which  it  is 
conducted.  But  the  self-development  and  devotion  of 
the  brave  band  of  women  engaged  in  its  distribution  are 
agencies  whose  value  is  thoroughly  understood  and  appre- 
ciated. It  is  a  recognition  of  this  fact  that  explains  the 
solicitude  of  the  proprietors  and  their  desire  to  see  the 
women  engaged  in  the  work  developed  to  the  highest 
possible  point  of  conviction,  devotion  and  energy. 

This  desire  is  based  on  the  principle  that  the  absence 
of  business  advantages  in  the  cases  of  most  women  has 
left  a  wide  margin  for  their  business  improvement ;  it  is 
this  margin  that  the  Viavi  work  aims  to  cover.  If  it  is 
covered  the  woman's  highest  development  has  been  made 
possible.  Were  it  not  that  we  have  had  so  abundant 
evidence  of  this  fact  we  would  not  urge  it  so  strenuously 
here.  The  Viavi  field  has  many  women  who  have  devel- 
oped to  a  point  of  efficiency  that  their  friends  and  even 
themselves  never  dreamed  possible,  and  this  fact  is  not 
affected  by  the  possibility  that  the  worker  herself  is  un- 
conscious of  the  wonderful  change  that  has  come  over 
her.  One  of  the  happiest  compensations  for  all  the 
thought  and  labor  that  we  give  the  business  is  the  realiza- 
tion that  it  is  thus  accomplishing  so  much  for  those  who 
engage  in  it.  We  are  as  proud  of  Viavi's  achievement  in 
that  line  as  of  the  wonderful  cures  it  has  effected. 


159 


"  Consolation, 

when 

improperly 

administered, 

does 

but 

irritate 

the 

affliction." 


Those  who  have  thus  developed  are  those  who  have 
formed  an  approximate  conception  of  the  grandeur  of 
Viavi,  of  its  unapproachable  value  as  a  remedy  foi- 
disease,  of  the  good  that  it  is  capable  of  doing  and  is  ac- 
tually doing  under  intelligent  handling.  But  for  all  the 
marvelous  progress  that  the  remedy  has  made,  and  despite 
the  fact  that  it  has  surpassed  all  expectation,  there  is  not 
a  single  one  in  the  business  —  even  including  those  who 
have  been  connected  with  it  from  the  beginning  —  who 
has  anything  like  a  full  conception  of  the  greatness  and 
magnitude  that  Viavi  will  achieve  in  the  years  to  come. 
The  present  leaders  will  die  in  the  fulness  of  their  time, 
but  Viavi  must  go  on  in  its  grand  conquest  of  the  world 
of  disease  and  suffering.  Its  history  is  not  limited  to  the 
life  of  any  man  or  woman,  nor  any  set  of  men  ro  women 
It  has  been  brought  upon  the  earth  for  a  purpose  that  has 
been  demonstrated,  and  that  is  the  inspiration  of  the  faith 
which  those  who  know  it  cherish  in  it,  and  it  will  remain 
until  time  is  no  more. 

The  success  of  the  business  is  due  largely  to  the  fact 
that  it  is  not  founded  on  sordid  motives;  that  it  is  not 
conducted  with  an  eye  single  to  the  profits  which  this  or 
that  set  of  men  may  wring  from  it,  but  that  it  has  been 
built  for  the  good  of  womankind,  for  the  good  of  the 
children  that  are  yet  unborn,  and  for  the  happiness  of 
the  race  of  which  we  are  members. 

Every  noble  worker  who  has  this  conception  is 
anxious  to  advance  the  work,  and  is  never  too  tired  to 
think  and  talk  of  the  results  that  have  been  accomplished. 
It  is  this  high,  noble  and  sacrificing  spirit  on  the  part  of 
the  workers  that  has  been  an  important  means  of  lifting 
this  business  up  to  its  present  position.  So  long  as  the 
business  is  kept  on  the  high  plane  that  it  is  for  the  pur- 


1 6o 


"Hope 

is 

the 

dream 

of 

the 

man 

awake." 


pose  of  doing  what  good  can  be  done,  so  long  will  it  con- 
tinue to  grow,  until  it  becomes  a  mighty  power  in  the 
nation,  surpassing  the  present  expectations  and  ambition 
of  all  who  are  engaged  in  it  to-day.  All  that  remains 
for  us  to  do  to  fulfill  this  destiny  is  to  work  unceasingly. 

There  are  none  of  us  who  do  not  waste  time  and 
strength  and  energy  which,  if  properly  employed,  would 
be  the  means  of  accomplishing  still  more  wonderful 
things.  Just  as  the  wealth  and  power  of  the  nation  are 
the  aggregate  of  the  wealth  and  power  of  the  individuals 
composing  it,  so  will  the  greatness  and  value  of  the 
Viavi  Work  be  the  aggregate  of  the  greatness  and  power 
of  each  worker.  Those  who  feel  that  they  are  but  be- 
ginners, and  those  who  are  laboring  in  some  distant  part 
of  the  world,  may  be  inclined  to  imagine  that  they  are 
not  in  the  great  tide  of  activity  by  which  those  nearer 
the  larger  centers  of  the  movement  are  carried  along;  but 
just  as  much  depends  on  them  as  on  any  others,  and  even 
more,  for  they  are  on  newer  ground.  The  strength  and 
power  of  the  business  as  a  whole  will  be  the  aggregate  of 
all  these  individual  histories.  When  this  idea  is  thor- 
oughly grasped  by  each  one,  there  will  be  no  doubt  of  the 
augmented  success  of  this  grand  cause.  No  movement  of 
reform,  no  social  revolution,  has  accomplished  so  much 
practical  good  in  making  of  our  country  a  strong  people, 
physically  able  to  meet  the  increasing  demands  of  the 
time,  willing  to  bring  forth  children  born  on  purpose,  and 
desiring  to  become  the  strength  of  the  nation. 

LECTURES.  —  The  lectures  which  are  given  each 
week  are  of  great  value  in  the  growth  and  development 
of  the  cause.  This  is  principall)'  because  they  are  educat- 
ing, because  they  are  lifting  women  out  of  the  ignorance 
which  makes  disease  and  inferiority  possible,  and  in- 


"That 

load 

becomes 

light 

which 

is 

cheerfully 

borne." 


spiring  them  with  a  desire  to  be  whole  and  capable. 
Self-interest,  as  well  as  conscience,  moves  within  all 
rational  beings  to  improve  their  condition.  A  desire  to 
seek  higher  and  higher  walks  of  life  is  innate,  and 
lies  at  the  beginning  of  all  progress.  Children  are 
sent  to  school  because  their  parents  recognize  education 
as  one  of  the  greatest  of  the  world's  moving  forces. 
Youths  acquire  trades  because  the  skilled  artisan  — 
the  technically  educated  mechanic,  in  other  words  —  is 
surer  of  a  means  of  support  and  of  opportunities  to  rise 
and  surround  himself  with  the  comforts  and  luxuries  of 
life  than  the  common  laborer,  who  has  been  denied  such 
technical  training.  Ministers  of  the  various  religions  are 
educators,  seeking  to  lead  their  people  to  an  understand- 
ing of  problems  on  the  solution  of  which  depends  eternal 
happiness  or  despair.  Viavi  workers  are  educated  in  or- 
der that  they  may  know  the  virtues  of  the  great  remedy 
and  the  prevalence  and  evils  of  illness  among  women 
and  they  in  turn  educate  the  people  whom  they  meet,  in 
order  that  they  may  know  their  own  condition,  have  their 
consciences  educated  to  a  desire  to  improve  it,  and  seek 
through  Viavi  that  earthly  perfection  which  determines 
happiness  here  and  in  the  life  beyond. 

Everything  in  connection  with  the  Viavi  work  is  edu- 
cating, and  the  lectures  given  weekly  by  managers  and 
travelers  are  among  the  most  valuable  adjuncts  of  this 
educational  system. 

The  purpose  of  lectures  is  two-fold — one  is  to  educate 
women  as  a  necessary  basis  of  supplying  them  with  the 
remedy,  and  the  other  is  to  secure  additional  workers. 
We  shall  discuss  the  last  purpose  first. 

BRINGING  IN  WORKERS.  — The  two  principal 
ways  ol  bringing  new  forces  into  the  work  are  by  adver- 


162 


"Our 

fears 

diminish 

with 

the 

approach 

of 

the 

object 

we 

dread." 


tisements  calling  for  those  who  desire  employment,  and 
giving  lectures  to  the  public.  We  can  readily  see  that 
the  lectures  might  be  made  a  means  of  bringing  in  a  su- 
perior class  of  women.  Many  of  the  most  capable  women 
in  the  higher  walks  are  restrained  by  pride  from  answer- 
ing advertisements  offering  them  situations,  or,  if  they  do 
answer,  may  not  have  the  courage  to  enter  after  they 
have  learned  the  nature  of  the  business.  These  women 
would  naturally  have  a  desire  to  attend  Viavi  lectures,  in 
order  to  see  for  themselves  what  kind  of  women  are  en- 
gaged in  it,  and  what  the  evidences  of  intelligence  and 
prosperity  are.  There  are  others  who  may  attend  with 
no  thought  of  entering  the  work,  but  who  become  so 
deeply  impressed  that  they  decide  to  do  so. 

It  is  in  these  particular  cases  that  the  impression 
made  by  the  lecturer  is  exceedingly  important.  The 
women  who  go  to  observe  her  critically  are  governed 
largely  in  their  decision  by  her  appearance  and  manner. 
If  the  lecturer  is  a  woman  careless  of  dress  it  will  be  as- 
sumed that  she  is  not  prosperous.  If  she  makes  mistakes 
in  the  pronunciation  of  the  words  used  in  describing  the 
diseases  of  women,  she  will  be  deemed  ignorant,  and  will 
be  taken  as  a  specimen  of  the  whole.  But  if  she  shows 
herself  a  competent,  intelligent  woman,  with  fine  self- 
command,  a  gentle  but  self-reliant  manner  and  an  air  of 
prosperity  as  evidenced  by  careful  and  tasteful  dressing, 
she  will  be  taken  as  the  measure  of  women  engaged  in 
the  work,  and  as  the  measure  of  the  worth  and  success  of 
Viavi.  This  will  be  the  case  especially  with  women  en- 
gaged in  intellectual  occupations;  as  school  teachers. 

Hence  no  lecture  should  be  given  without  a  concep- 
tion of  its  dual  purpose.  It  is  just  as  important  to  secure 
new  workers  as  it  is  to  sell  the  remedy.  Travelers  par- 


1*3 


"True 

merit 

depends 

not 

on 

the 

time 

nor 

on 

the 

fashion." 


ticularly,  who  must  leave  someone  behind  them  to  repre- 
sent Viavi  after  they  leave,  are  charged  with  a  sharp  re- 
sponsibility on  the  score  of  making  the  lectures  useful  as 
a  means  for  bringing  in  new  material. 

This  matter  of  "  trying  to  make  an  impression"  can 
be  easily  overdone.  If  a  woman  is  gaudily  or  flashily 
dressed— if,  in  fact,  she  is  overdressed — she  will  not  gain 
the  confidence  and  respect  of  her  hearers.  All  that  any 
woman,  whatever  her  education  or  the  lack  of  it,  needs 
in  an  intellectual  sense  to  make  a  favorable  impression 
is  an  intelligent  study  of  the  instructive  letters  and 
printed  matter  sent  out  by  the  division  headquarters,  the 
Viavi  Hygiene  being  a  specially  valuable  source  of  infor 
mation.  All  that  she  needs  in  order  to  create  a  favor- 
able impression  are  clothes  in  good,  though  not  ultra, 
fashion,  an  understanding  of  her  subject,  and  a  gracious, 
self-reliant  manner. 

A  Viavi  lecturer  had  been  announced  to  deliver  a 
lecture  in  a  certain  town.  She  was  an  old  and  compe- 
tent worker,  but  on  this  occasion  she  made  a  stange  mis- 
take, the  first  of  its  kind  with  her.  Before  leaving  the 
hotel  for  the  lecture  nail  she  bought  the  handsomest 
bouquet  she  could  find,  and,  arraying  herself  in  a  very 
showy  new  gown,  she  proceeded  to  the  hall,  and  deliv- 
ered her  talk.  The  lecture  was  a  failure,  and  this  puzzled 
her  greatly.  She  remarked  to  one  of  the  ladies  that  she 
did  not  understand  why  she  had  failed  to  make  a  fav- 
orable impression,  as  she  wore  a  handsome  gown,  and 
carried  in  her  hand  the  most  splendid  bouquet  that  she 
could  find.  The  cause  of  the  failure  ought  to  be  plain  to 
every  reflecting  person.  ,  The  lecturer's  overdressing  and 
gaudy  bouquet  gave  her  a  flashy  appearance  entirely 
out  of  harmony  with  the  character  of  the  task  she  had 


1 64 


"  Principles 

are 

everlasting." 


assumed.  A  teacher  entering  a  class  room  arrayed  in  a 
ball  gown  would  excite  mirth.  Taste  means  an  under- 
standing of  the  fitness,  of  things.  A  doctor  might  in  a 
spirit  of  frolic  array  himself  as  a  clown  at  a  masque  ball, 
but  he  would  never  think  of  entering  a  patient's  presence 
in  that  regalia.  Viavi  work  is  serious.  Above  all  things 
it  is  dignified.  Further,  it  is  a  business,  an  earnest,  re- 
sponsible business.  Successful  business  women  never 
dress  flashily,  any  more  than  successful  business  men; 
but  they  never  make  the  mistake  of  creating  the  impres- 
sion, by  the  cheapness  or  neglect  of  their  clothes,  that 
they  are  not  prosperous.  A  woman  who  is  negligent  of 
her  dress  is  likely  to  be  slovenly  in  her  work  and  inac- 
curate in  her  mental  processes. 


165 


CHAPTER  n. 

DYERTISING    LECTURES. 


EWSPAPER  notices  of  lectures  are  not  generally 
so  effective  as  more  select  and  personal  methods. 
It  is  always  well  to  have  a  notice  in  the  paper, 
but  that  should  be   regarded  as  a  small  part  of 
the  advertising.     Make  a  point  of  getting  a  list  of  the 
newspaper's   subscribers,    to  whom  personal  invitations 
The  can   be  sent.      In    placing  the   notice  let  it   be    under- 

stood  that  the    publisher  will    give   a  short   report   of 
the  lecture  after  it  has  been   delivered.     These   reports 

roatl  must  be  written  and  furnished  by  the  lecturer,  and  the 

to  publisher  should  be  made  aware  of  that  fact,  so  that  he 

the  will  understand  that  he  is  to  have  no  trouble.     At  the 

heart.  some    time   cordially  invite  him  or  his   representative, 

preferably  a  woman,   to  attend,  and  impress  upon  him 

the  importance  of  the  work  that  Viavi  is  doing. 

Announcements  should  be  carefully  studied  and  writ- 
ten, and  handed  in  early.  This  rule  should  be  followed 
also  with  regard  to  the  reports  of  the  lectures.  These 
latter  should  speak  well  of  those  who  attended,  and  should 
mention  the  interest  they  took,  and  their  desire  to  hear 
more  from  the  same  source. 

The    position   of   the  announcement   in   the  paper 


166 


"All 

things 

are 

not 

alike 

for 

all 

men 

nt." 


should  be  carefully  attended  to.  Reading  notices  are 
generally  better  than  display  advertisements,  and  they 
should  always  be  used  when  advertising  in  country  news- 
papers. Do  not  be  put  off  with  any  position  that  may  be 
suggested.  Study  the  paper,  note  what  page  is  likely  to 
be  seen  by  women,  and  choose  that.  Following  is  a  sug- 
tion  for  a  notice,  though  many  other  forms  of  announce- 
ment may  be  used: 

FREE  TO  LADIES.— All  the  ladies  interested  in  the 
movement  for  a  higher  physical  life  for  their  sex,  and  all 
those  who  wish  to  learn  something  concerning  the  cause 
and  treatment  of  diseases  peculiar  to  women,  are  cor- 
dially invited  to  be  present  at  —  —  Hall,  on  Thursday, 
May  loth,  at  2  o'clock,  where  a  health  talk  will  be  given 
by under  the  auspices  of  the  Hygienic  De- 
partment of  the  Viavi  Company. 

A  report  of  the  lecture  might  run  on  the  following 
general  lines  : 

AN  INTERESTING  TALK  ON  HEALTH.  — The 
first  of  a  series  of  lectures  of  great  interest  and  import- 
ance to  ladies  was  delivered  at  Hall  yesterday 

afternoon  by  —  — ,  under  the  auspices  of  the  Hygi- 

enic Department  of  the  Viavi  Company.  There  was  an 
enthusiastic  body  of  ladies  in  attendance,  and  after  the 

lecture  they  flocked  around and  congratulated 

her,  and  expressed  a  desire  to  hear  more  and  a  determi- 
nation to  attend  the  succeeding  lectures  of  the  series. 

The  subject  was  —     — ,  and  it  was  treated  by  — 

in  a  manner  so  simple,  lucid  and  straightforward, 

and  so  completely  divested  of  the  dreary  technicalities 
that  usually  burden  lectures  on  health  and  hygiene,  that 
its  instructive  value  was  very  great.  The  earnest  appeals 
of  the  lecturer  for  a  sounder  womanhood  and  for  the 


"In 

its 

nature 

the 

subject 

is 

instructive, 

not 

ornamental." 


wholesomeness  and  purity   of  life   and  home   touched 
every  heart. 

OTHER  FORMS  OF  ADVERTISING.  —  Window 
cards  are  effective  advertisements.  The  Viavi  division 
headquarters  will  supply  these.  They  are  handsomely 
printed  in  colors,  with  blank  lines  for  the  hall,  date,  etc., 
which  the  lecturer  should  fill  out  with  a  black  or  colored 
crayon,  or  this  may  be  done  neatly  with  rubber  type — not 
a  pencil  or  pen  and  ink.  Cards  of  different  colors  can  be 
furnished  for  different  lectures,  so  that  there  will  be  no 
mistaking  of  a  new  card  for  an  old  one  by  the  public. 
The  cards  should  be  neat  and  clean. 

Invitation  cards  are  the  best  of  all.  They  are  sent 
to  representative  ladies  whose  names  have  been  pre- 
viously secured,  and  five  times  as  many  cards  should  be 
sent  as  the  number  of  people  expected  to  attend.  The 
securing  of  a  mailing  list  requires  tact  and  study.  A  good 
many  names  can  be  secured  by  visiting  ladies  interested 
in  public  movements,  such  as  the  Women's  Christian 
Temperance  Union.  The  names  of  teachers  can  be  pro- 
cured from  the  School  Superintendent.  Secretaries  of 
ladies'  lodges,  clubs,  sewing  guilds  and  the  like  might 
furnish  lists  of  the  members.  This  matter  should  be 
gone  into  systematically  and  attended  to  day  after  day 
The  names  should  be  kept  in  a  book  in  alphabetical  or- 
der ;  indexed  memorandum  books  can  be  easily  procured 
for  the  purpose.  In  a  course  of  talks  it  is  necessary  to 
mail  invitations  every  fourth  or  fifth  talk.  Those  who 
attend  the  lectures  regularly,  or  otherwise  show  an  inter- 
est in  them  or  in  Viavi,  should  be  supplied  with  invita- 
tions to  hand  or  send  to  their  friends,  but  it  is  better  to 
secure  the  names  and  send  the  invitations  than  to  depend 
011  any  one  else. 


i68 


"Every 

chance 

is 

to 

be 

overcome 

by 

enduring." 


The  division  headquarters  can  supply  all  printed 
matter  at  less  cost  and  in  better  form  than  the  lecturers 
can  generally  secure,  and  blank  lines  are  left  for  the 
name,  hall,  date,  etc.  Great  neatness  is  requisite  both  in 
the  printing  and  the  addresses  on  the  envelopes,  and  it 
is  always  economy  to  use  the  best  grades  of  cardboard 
and  envelopes.  Refined  elegance  is  a  power  in  itself. 

All  these  means  of  advertising  may  be  reinforced  by 
the  use  of  dodgers  announcing  the  lecture,  but  instead  of 
being  thrown  upon  the  sidewalk  they  should  be  carefully 
slipped  under  the  doors  or  laid  in  entries.  These  should 
be  distributed  the  morning  of  the  day  of  the  lecture. 

PERSONAL  CALLS.— The  best  plan  of  all  is  that  of 
calling  upon  the  leading  ladies  of  the  town  and  getting 
them  interested  in  the  lectures.  This  is  the  part  of  the 
work  requiring  the  most  tact  and  producing  the  best  re- 
sults. In  every  community  there  are  women  with  the 
conscience  and  desire  to  do  good  in  a  larger  sphere  than 
that  restricted  to  the  home  circle.  They  are  possessed  of 
brains  and  character,  but  often  their  usefulness  has  been 
repressed  or  circumscribed  by  unfriendly  circumstances. 
Such  an  opportunity  for  doing  good  as  that  which  Viavi 
offers  would  appeal  to  women  of  that  kind  with  peculiar 
force..  These  ladies'  lodges  will  employ  their  acquaint- 
ance and  influence  to  the  advancement  of  the  general 
interest. 

As  any  woman's  interest  in  the  remedy  and  lectures 
will  be  greatly  enhanced  if  she  is  a  purchaser,  it  is  ex- 
ceedingly important  that  the  lecturer  sell  to  as  many 
representative  ladies  as  possible  in  her  calls  prior  to  the 
lectures.  The  introduction  of  the  subject  of  the  lectures 
will  be  the  best  opportunity  for  broaching  the  personal 
need  of  the  remedy  to  the  lady  upon  whom  the  lecturer 


i69 


"  Pigeons 

do 

not 

bring 

forth 

eagles." 


is  calling.  No  chance  must  be  missed.  There  must  be 
no  delay  on  the  supposition  that  the  lecture  will  create 
an  interest  in  the  remedy  and  thus  lead  to  the  making  of 
sales.  To-day,  now,  this  moment  is  the  time  to  sell.  The 
days  preceding  the  lecture  should  be  devoted  to  hard  per- 
sonal work  to  effect  sales.  The  more  of  these  the  better 
for  the  lecture  when  it  is  given,  as  every  woman  who  has 
become  a  purchaser  wants  to  learn  all  she  can  about  the 
remedy.  It  is  impossible  to  accomplish  any  great  good 
without  this  effort.  It  is  the  failure  to  recognize  an 
opportunity  or  to  seize  it  when  it  presents  itself  that  con- 
stitutes the  one  stumbling  block  at  this  stage  of  the  work. 
Every  woman  whom  the  lecturer  sees  should  be  deemed 
in  need  of  the  remedy  and  a  possible  purchaser  of  it. 
This  should  be  considered  before  anything  else.  There 
will  be  time  enough  later  to  regard  her  as  one  who  will 
assist  in  awakening  an  interest  in  the  lectures,  or  as  one 
who  will  furnish  names  and  otherwise  take  an  interest  in 
the  cause.  The  only  thing  now  is  to  consider  her  as  one 
who  needs  the  remedy  and  who  can  be  shown  that  it  will 
cure  her.  It  is  this  seeing  of  an  opportunity  and  promptly 
seizing  it  that  constitutes  the  main  difference  between  a 
very  successful  lecturer  and  one  who  meets  with  indifferent 
success.  No  matter  how  eloquent  one  may  be  on  the  ros- 
trum, how  much  interest  the  audience  may  seem  to  take> 
unless  this  earnest  personal  work  is  done  a  great  deal  of 
the  effort  expended  otherwise  goes  for  nothing.  Kven 
though  a  sale  may  not  be  made  to  every  one  approached  on 
the  subject  of  the  lectures,  an  interest  will  have  been  cre- 
ated, and  hence  the  effort  in  trying  to  make  sales  will  not 
have  been  lost.  But  the  ground  principle,  the  one  that 
overshadows  all  others,  is  that  personal  work  to  make  sales, 
personal  work  everyday  and  hour — is  the  essential  thing. 


170 


"It 

is 

not 

permitted 

in 

war 

to 

err 

twice." 


The  ladies  thus  visited  will,  if  requested,  furnish  the 
names  of  other  ladies  whose  interest  can  be  roused,  and 
these  should  be  visited  promptly.  The  deeper  the  interest 
of  those  who  furnish  names,  the  more  names  they  will 
furnish,  and  the  one  way  to  secure  their  deepest  interest 
is  to  sell  them  the  remedy.  Sales  are  the  best  means  pos- 
sible for  securing  good  audiences.  Every  lady  in  the 
audience  to  whom  the  remedy  has  been  sold  previously 
is  a  power  in  aiding  the  lecturer  to  sell  more.  She  will 
speak  to  her  friends  whom  she  meets  at  the  lecture  ;  she 
will  make  an  effort  to  induce  other  ladies  to  attend  the 
lecture ;  in  all  ways  are  the  friendships  thus  secured  the 
very  best  that  the  lecturer  can  bring  to  bear  in  assuring 
her  own  success. 

THE  HALL/. — The  selection  of  a  hall  is  an  important 
matter.  It  is  better  to  avoid  churches,  as  the  number  of 
persons  who  have  the  privilege  of  expressing  an  opinion 
concerning  the  management  and  use  of  churches  is  too 
large,  and  the  opportunities  for  interference  and  antago- 
nisms are  numerous.  Public  halls,  that  are  not  associated 
with  any  idea  of  sectarianism  or  religious  exclusiveness, 
are  preferable.  If  there  are  no  halls  owned  privately  and 
rented  for  public  uses,  various  benevolent  societies  are 
supplied  with  halls.  These  are  the  best  of  all,  as  their 
respectability  is  unquestioned,  and  their  comforts  are 
usually  good  and  the  rents  low. 

Definite  arrangements  should  be  made  concerning 
the  time  the  hall  should  be  opened,  lighted  and  heated, 
but  the  lecturer  will  not  depend  on  any  one  exclusively 
but  herself  to  see  that  the  arrangements  are  carried  out. 
Hence  it  is  best  to  visit  the  hall  an  hour  or  so  before  the 
time  announced  for  the  lecture  and  see  that  everything  is 
in  order.  Many  a  lecture  has  been  abandoned  or  post- 


"  Not 

borne 

for 

ourselves 

alone, 

but 

for 

the 

whole 

world.'9 


poaed  simply  because  some  fatal  blunder  was  committed 
in  the  preparation  of  the  hall. 

The  audience  should  be  seated,  if  possible,  with  their 
backs  to  the  light,  and  the  entrance  should  be  in  the  rear 
of  the  hall,  in  order  that  the  late  arrivals  shall  not  dis- 
tract attention  from  the  lecturer.  The  charts  used  in  the 
lecture  should  be  as  well  lighted  as  possible.  The  great- 
est care  should  be  taken  to  see  that  the  hall  is  perfectly 
comfortable.  To  that  end  it  should  be  properly  heated, 
lighted  and  ventilated,  and  draughts  should  be  carefully 
watched  and  avoided. 

The  best  time  for  a  lecture  is  about  two  o'clock  in 
the  afternoon.  It  can  continue  an  hour,  and  after  it  the 
lecturer  can  have  the  remainder  of  the  afternoon  to  talk 
with  her  auditors  and  make  arrangements  for  future  calls. 

It  is  better  to  have  too  few  chairs  than  too  many.  A 
great  number  of  empty  seats  will  discourage  those  who 
attend,  whereas  a  judicious  arrangement  of  the  chairs 
will  make  comparatively  few  of  them  fill  the  hall.  All 
these  details,  though  seemingly  tedious,  are  of  the  great- 
est importance. 

As  the  people  arrive  they  should  be  courteously  met 
and  conducted  to  seats.  If  a  large  audience  is  expected 
it  is  best  to  have  a  local  worker  meet  them,  as  in  this  way 
she  comes  in  personal  contact  with  those  who  are  inter- 
ested in  the  remedy.  In  any  event  the  drill  is  excellent 
for  her.  If  the  audience  is  small  the  lecturer  herself  can 
meet  them. 

SECURING  NAMES.— The  distribution  of  printed 
matter — preferably  the  Health  Book — is  an  important 
point.  It  should  be  done  at  the  close  of  the  lecture,  by 
handing  it  to  the  patrons.  It  would  be  exceedingly  val- 
uable if  a  plan  could  be  devised  for  taking  the  names  of 


170 


"It 

is 

not 

permitted 

in 

war 

to 

err 

twice." 


The  ladies  thus  visited  will,  if  requested,  furnish  the 
names  of  other  ladies  whose  interest  can  be  roused,  and 
these  should  be  visited  promptly.  The  deeper  the  interest 
of  those  who  furnish  names,  the  more  names  they  will 
furnish,  and  the  one  way  to  secure  their  deepest  interest 
is  to  sell  them  the  remedy.  Sales  are  the  best  means  pos- 
sible for  securing  good  audiences.  Every  lady  in  the 
audience  to  whom  the  remedy  has  been  sold  previously 
is  a  power  in  aiding  the  lecturer  to  sell  more.  She  will 
speak  to  her  friends  whom  she  meets  at  the  lecture  ;  she 
will  make  an  effort  to  induce  other  ladies  to  attend  the 
lecture ;  in  all  ways  are  the  friendships  thus  secured  the 
very  best  that  the  lecturer  can  bring  to  bear  in  assuring 
her  own  success. 

THE  HALL.— The  selection  of  a  hall  is  an  important 
matter.  It  is  better  to  avoid  churches,  as  the  number  of 
persons  who  have  the  privilege  of  expressing  an  opinion 
concerning  the  management  and  use  of  churches  is  too 
large,  and  the  opportunities  for  interference  and  antago- 
nisms are  numerous.  Public  halls,  that  are  not  associated 
with  any  idea  of  sectarianism  or  religious  exclusiveness, 
are  preferable.  If  there  are  no  halls  owned  privately  and 
rented  for  public  uses,  various  benevolent  societies  are 
supplied  with  halls.  These  are  the  best  of  all,  as  their 
respectability  is  unquestioned,  and  their  comforts  are 
usually  good  and  the  rents  low. 

Definite  arrangements  should  be  made  concerning 
the  time  the  hall  should  be  opened,  lighted  and  heated, 
but  the  lecturer  will  not  depend  on  any  one  exclusively 
but  herself  to  see  that  the  arrangements  are  carried  out. 
Hence  it  is  best  to  visit  the  hall  an  hour  or  so  before  the 
time  announced  for  the  lecture  and  see  that  everything  is 
in  order.  Many  a  lecture  has  been  abandoned  or  post- 


"  Not 

borne 

for 

ourselves 

alone, 

but 

for 

the 

whole 

world." 


poaed  simply  because  some  fatal  blunder  was  committed 
in  the  preparation  of  the  hall. 

The  audience  should  be  seated,  if  possible,  with  their 
backs  to  the  light,  and  the  entrance  should  be  in  the  rear 
of  the  hall,  in  order  that  the  late  arrivals  shall  not  dis- 
tract attention  from  the  lecturer.  The  charts  used  in  the 
lecture  should  be  as  well  lighted  as  possible.  The  great- 
est care  should  be  taken  to  see  that  the  hall  is  perfectly 
comfortable.  To  that  end  it  should  be  properly  heated, 
lighted  and  ventilated,  and  draughts  should  be  carefully 
watched  and  avoided. 

The  best  time  for  a  lecture  is  about  two  o'clock  in 
the  afternoon.  It  can  continue  an  hour,  and  after  it  the 
lecturer  can  have  the  remainder  of  the  afternoon  to  talk 
with  her  auditors  and  make  arrangements  for  future  calls. 

It  is  better  to  have  too  few  chairs  than  too  many.  A 
great  number  of  empty  seats  will  discourage  those  who 
attend,  whereas  a  judicious  arrangement  of  the  chairs 
will  make  comparatively  few  of  them  fill  the  hall.  All 
these  details,  though  seemingly  tedious,  are  of  the  great- 
est importance. 

As  the  people  arrive  they  should  be  courteously  met 
and  conducted  to  seats.  If  a  large  audience  is  expected 
it  is  best  to  have  a  local  worker  meet  them,  as  in  this  way 
she  comes  in  personal  contact  with  those  who  are  inter- 
ested in  the  remedy.  In  any  event  the  drill  is  excellent 
for  her.  If  the  audience  is  small  the  lecturer  herself  can 
meet  them. 

SECURING  NAMES.— The  distribution  of  printed 
matter — preferably  the  Health  Book — is  an  important 
point.  It  should  be  done  at  the  close  of  the  lecture,  by 
handing  it  to  the  patrons.  It  would  be  exceedingly  val- 
uable if  a  plan  could  be  devised  for  taking  the  names  of 


172 


"  That 

man 

is 

idle 

whose 

work 

brings 

no 

benefit 

to 

others.ff 


all  to  whom  the  printed  matter  is  handed,  as  this  list 
could  be  made  the  basis  of  profitable  work  of  various 
kinds  in  the  future.  It  is  better  not  to  try  to  secure  names 
and  addresses  if  the  effort  to  do  so  creates  the  impression 
that  the  people  who  attend  are  to  be  harassed  or  annoyed 
in  the  future.  An  excellent  plan  is  to  mention  the 
Viavi  Hygiene,  explain  the  office  of  the  publication, 
showing  them  how  it  is  devoted  to  bring  about  higher 
physical  life  for  women,  and  that  husbands  and  children 
may  be  educated  in  the  proper  direction.  You  place  up- 
on this  subject  its  proper  estimate  and  mention  the  val- 
uable features  which  it  contains  in  the  part  devoted  to 
hygiene  in  which  measures  for  the  preservation  of 
health  are  set  forth,  also  the  instructions  given  as  to  the 
use  of  Viavi  and  the  advantage  to  be  obtained  by  under- 
standing the  conditions  which  disease  produces  and  how 
they  may  be  cured.  But  do  not,  under  any  circum- 
stances mention  the  Hygiene  to  the  detraction  of  the 
subject  of  which  you  have  been  speaking. 

SIZE  OF  THE  AUDIENCE.— There  should  not  be 
the  slightest  discouragement  if  the  audience  is  small.  As 
a  matter  of  fact,  more  sales  are  made  to  a  small  audience 
as  a  rule  than  to  a  large  one,  and  more  interest  is  taken 
in  the  lecture.  The  lecturer  seems  closer  to  those  pres- 
ent. She  feels  that  she  is,  and  so  do  they.  This  creates 
a  bond  of  sympathy  and  confidence  at  once. 

The  action  of  the  Viavi  remedies  in  curing  the  dis- 
eases that  burden  and  cripple  women  should  be  thor- 
oughly explained. 

VAST  EXTENT  OF  VIAVI.— In  every  lecture,  in 
every  personal  interview,  in  every  effort  to  extend  the 
use  of  Viavi,  the  idea  of  the  vast  extent  to  which  the  rem- 
edy is  used  should  be  given  great  prominence.  The  won- 
derful growth  of  the  fame  of  Viavi,  the  astonishing 
rapidity  with  which  its  use  has  spread  over  the  civilized 
worldj  the  countless  thousands  of  women  who  are  enjoy- 


173 


"Doing 

a 

thing 

ignorant  ly 

is 

doing 

it 

wrong." 


ing  its  benefits— these  are  all  evidence  of  its  matchless 
worth.  Viavi  is  not  handled  by  some  obscure  company 
in  a  small  corner  of  the  world.  It  is  not  confined  to  any 
State  or  country.  In  every  city  of  the  United  States  and 
Canada  it  has  extensive  offices  with  a  large  force  of  women 
engaged  in  its  distribution.  Many  thousands  of  women 
are  thus  bringing  health,  light,  strength  and  happiness  into 
the  world.  There  is  another  large  headquarters  in  London , 
which  serves  as  the  distributing  point  for  Europe.  Other 
large  offices  are  in  South  Africa,  Australia  and  the  Hawaii- 
an Islands.  In  one  State  of  the  Union  alone  twenty 
thousand  women  used  Viavi  in  1896. 

What  does  this  mean  ?  It  would  be  impossible  for  a 
remedy  that  did  not  accomplish  wonders  to  have  so  broad 
a  field,  to  be  used  by  so  many  thousands  of  sufferers, 
atid  to  call  to  its  distribution  so  many  thousands  of  wom- 
en. And  it  does  all  this  without  employing  any  of  the 
methods  commonly  used  to  force  the  sale  of  proprietary 
remedies.  Viavi  is  not  advanced  by  means  of  flashy  ad- 
vertising. It  cannot  be  purchased  in  drug  stores,  but  is 
procured  only  from  the  women  who  are  authorized  to  sell 
it,  and  who  have  been  trained  in  the  classes  of  cases  to 
which  it  is  applicable.  It  is  not  thrown  upon  the  open 
market  to  be  purchased  indiscriminately  and  unintelli- 
gently.  In  its  selling  it  is  guarded  with  the  same  jealous 
care  that  characterizes  its  manufacture.  It  is  not  desired 
that  ignorant,  thoughtless  people  should  purchase  it.  It 
is  offered  only  to  women  who  have  the  intelligence  to 
know  that  they  need  it  and  the  conscience  to  desire  to  be 
well  and  strong  for  their  own  sake  and  that  of  those 
about  them. 


174 


CHAPTER  in. 


HE  SUBJECT, 


"My 

reputation 

shall 

be 

immortal." 


he  purpose  of  the  lecture  is  to  advance  the  cause  of 
Viavi.  There  should  be  no  evasion  of  that  idea 
and  no  attempt  to  obscure  it.  The  lecture  should 
open  with  a  plain  statement  of  the  fact  that  it 
is  given  under  the  auspices  of  the  Hygienic  Depart- 
ment of  the  Viavi  Company  ;  that  the  lecturer  is  one 
of  the  many  engaged  in  this  branch  of  the  work,  and 
that  the  object  of  the  lecture  is  to  present,  in  a  friendly 
and  straightforward  manner,  some  subjects  of  overwhelm- 
ing interest  to  women  ;  subjects  vital  to  their  welfare 
and  happiness  and  to  the  welfare  and  happiness  of  all 
about  them  ;  that  through  negligence  or  whatever  other 
cause  women  are  permitted  to  grow  from  childhood  to 
old  age  in  ignorance  of  matters  that  concern  everything 
dear  to  them  in  life,  and  that  the  purpose  of  The  Viavi 
Company  is  to  spread  enlightment,  to  the  end  that  women 
may  have  a  broader  and  deeper  conception  of  the  no- 
bility of  their  sex,  a  clearer  understanding  of  individual 
responsibility,  and  a  better  insight  into  the  principles 
upon  which  happiness  in  this  world  and  in  the  world  to 
come  is  founded.  The  world  is  growing.  We  have 
passed  the  time  when  women  were  regarded  as  drudges 


175 


"Reason 

is 

more 

valuable 

than 

authority." 


or  toys.  They  are  now  recognized  as  responsible  creat- 
ures, charged  with  the  gravest  duties  that  can  rest  upon 
a  human  being,  and  holding  in  the  hollow  of  their  hands 
the  destiny  of  the  world.  The  whole  modern  tendency 
of  enlightened  civilization  is  the  elevation  of  women  to 
the  high  pedestal  upon  which  the  Creator  designed  they 
should  stand,  and  The  Viavi  Company  recognizes  the  im- 
mense significance  of  this  movement  and  desires  most 
earnestly  to  promote  it.  Women  are  stepping  forth  from 
the  vague  and  shadowy  side  of  life  into  the  broad  light  of 
heaven,  and  are  there  holding  up  their  faces  to  the  world 
and  saying,  "We  know  our  rights  and  duties,  and  with 
the  help  of  God  we  will  do  all  we  should." 

The  lecturer  after  the  close  should  make  arrange- 
ments for  a  subsequent  meeting  and  a  full  and  private 
discussion  of  individual  cases.  The  impression  should 
be  unmistakable  that  the  lecturer  is  willing  and  anxious 
to  give  any  information  in  her  power  that  will  be  of  the 
slightest  benefit  to  any  suffering  woman.  At  the  close 
something  should  be  promised  for  the  next  lecture  that 
will  rouse  curiosity  and  interest  and  a  desire  to  learn 
more,  and  an  invitation  should  be  extended  to  all  to  leave 
the  names  and  addresses  of  such  of  their  friends  as  they 
may  desire  should  receive  invitations  to  the  lectures. 

SUBJECTS  FOR  THE  SERIES.  It  was  formerly 
the  practice  of  The  Viavi  Company  to  furnish  lecturers 
with  talks  already  studied  out,  but  this  was  found  to  be 
unsatisfactory.  The  more  a  lecturer  studies  to  fit  herself 
for  the  work  the  more  educated  she  becomes,  and  the 
more  self-reliant. 

The  topics  to  be  handled  in  the  series  should  be  care- 
fully thought  out  and  as  carefully  prepared.  Here  is  a 
list  of  subjects  that  one  lecturer  has  used  :  "  The  Physical 


"  That 

never 

is 

too 

often 

said 

which 

is 

never 

sufficiently 

learned." 


Condition  of  the  Women  of  the  Age  ;"  "  The  Rights  of 
Wives,  of  Husbands  and  of  Children  ;"  "Serious  Results 
Accruing  from  Woman's  Lack  of  Knowledge  of  Her- 
self;" "Preparation  for  Marriage  and  for  the  Propei 
Rearing  of  Children;"  "Laws  of  Absorption,  Nutrition 
and  Elimination  ;"  "  Heredity  ;"  "  Viavi ;"  "  Women 
Should  Have  the  Right  to  Limit  Offspring  ;"  "  Diseases 
of  Women." 

Here  is  a  list  that  another  lecturer  has  used  :  "Health 
and  Beauty  ;"  "Wifehood  ;"  "Motherhood;"  "WTomen's 
Responsibility  ;"  "  Ignorance  Is  Crime  ;  "  "  Parental  In- 
fluences;" "Health  Essential  to  Happiness;"  "Happy 
Homes  ;"  "Health,  if  Lost,  How  to  Regain  It ;"  "  if  in 
Health,  How  to  Retain  It ;"  "The  Future  Woman." 

Testimonials  should  be  introduced  throughout  the 
lecture  to  illustrate  points.  They  should  not  be  read,  but 
always  spoken  of  as  "cases,"  and  they  should  be  selected 
with  care,  the  strong  points  dwelt  upon  and  pressed  home 
with  force  and  zeal.  They  should  be  full  of  life  and  in- 
terest. The  lives  and  sufferings  of  women  are  much  the 
same,  and  the  picture  of  one  will  be  a  picture  of  many. 
The  testimonials  are  historical  facts  full  of  interest,  and 
should  be  used  as  such.  No  lecture  is  full  and  complete 
without  them.  What  Viavi  has  done  is  the  foundation 
on  which  the  edifice  of  the  future  may  rest  safely. 

In  every  lecture  the  point  should  be  made  to  describe 
a  number  of  typical  cases.  These  are  sure  to  apply 
directly  to  a  considerable  proportion  of  those  in  the  audi- 
ence, and  Will  lead  them  to  seek  more  definite  knowledge 
of  the  causes  of  their  sufferings.  The  lecturer  may  de~ 
pend  upon  it  that  the  interest  taken  by  those  whose  con- 
dition is  described  will  be  of  the  liveliest  kind,  and  the 
accuracy  and  force  with  which  it  is  done  will  strongly  im- 


i77 


"The 

heart 

is 

the 

fountain 

of 

eloquence." 


press  the  hearer  with  the  ability  of  the  lecturer,  and  will 
create  that  respect  and  confidence  that  are  so  helpful  in 
the  work. 

The  lecture  should  never  be  read  under  any  circum- 
stances ;  that  will  seriously  cripple  its  value.  Writing  it 
out  and  then  memorizing  it  would  be  an  excellent  plan  if 
it  did  not  require  so  much  time  and  detract  so  much  from 
the  lecturer's  presence  of  mind  and  self-reliance.  The 
best  of  all  ways  is  to  be  so  familiar  with  the  subject  that 
it  could  be  discussed  for  an  indefinite  length  of  time 
without  exhausting  it.  But  even  though  a  subject  may 
be  thoroughly  understood,  at  least  a  half  hour  of  hard 
thinking  should  be  given  to  it  just  before  the  trip  to  the 
hall  is  begun.  Lectures  delivered  under  these  circum- 
stances will  be  simple,  lifelike  and  earnest,  and  will  carry 
more  conviction  than  any  formally  prepared  lecture  could 
possibly  carry. 

Indeed,  the  word  "lecture"  is  not  properly  applicable 
to  these  addresses.  They  are  simply  health  talks— famil- 
iar discussions  of  subjects  as  between  woman  and  wom- 
an, not  a  stilted  and  formal  course  of  instruction.  The 
least  touch  of  coldness  or  formality  will  fall  like  a  wet 
blanket  on  the  audience.  By  all  means  should  the  lec- 
turer avoid  taking  ground  as  a  physician .  She  is  nothing 
of  the  kind,  but  a  business  woman  who  has  learned  her 
business  so  well  that  she  can  talk  intelligently  about  it. 
The  moment  she  assumes  the  role  of  a  physician  she  will 
be  denounced  as  a  quack,  and  would  thus  at  once  lose 
her  position  of  dignity  and  respectability. 

Of  course  any  approach  to  familiarity  with  the  audi- 
ence or  with  any  of  the  individuals  composing  it  is  not  to 
be  thought  of  for  a  moment.  Dignity  and  reserve  will 
command  respect,  and  an  evidence  of  sympathy  will 


I78 


"Philosophy 

did 

not 

receive 

Plato 

as 

noble, 

but 

she 

made 

him 

so." 


secure  affection  and  confidence, 

INTERRUPTIONS.  —  A  stiff,  formal  lecture,  or  one 
that  is  read,  is  never  likely  to  be  interrupted  by  ques- 
tions from  the  audience  ;  but  a  hearty,  simple,  sympa- 
thetic lecture  makes  the  auditors  feel  that  they  are  being 
talked  to  directly  and  sympathized  with  deeply,  and  that 
will  embolden  them  to  ask  questions.  This  presents  a 
situation  requiring  great  tact.  Though  a  lecturer  may 
generally  judge  from  the  frequency  of  the  interruptions 
that  she  is  making  a  very  strong  impression,  still,  all  in- 
terruptions are  a  disadvantage.  The  continuity  is  for 
the  moment  broken,  the  attention  of  the  audience  is  dis- 
tracted from  the  lecturer  to  the  interrupter,  and  precious 
time  is  lost.  All  interruptions,  if  they  are  made  in  good 
faith,  should  be  met  with  the  utmost  kindness.  If  they 
can  be  answered  in  a  word  or  two,  they  should  be  ;  but 
if  not,  or  if  the  answer  would  give  the  inquirer  all  the 
information  she  desired  and  thus  keep  her  from  ap- 
proaching the  lecturer  after  the  close  of  the  lecture,  the 
matter  should  be  turned  aside  with  some  such  explana- 
tion as  this  :  "I  can  hardly  answer  that  question  intelli- 
gently in  a  few  words,  but  I  should  be  very  happy  to 
meet  you  at  some  convenient  time,  and  then  we  can  dis- 
cuss it  more  fully." 

It  has  sometimes  happened  that  physicians  attended 
Viavi  lectures  for  the  purpose  of  harrying  the  lecturer 
and  drawing  her  into  a  discussion.  One  of  the  most  suc- 
cessful workers  in  Viavi  was  a  woman  who  seemed  to  be 
a  special  mark  for  this  sort  of  persecution,  doubtless  be- 
cause she  was  so  earnest  and  successful  and  had  im- 
mense audiences  flocking  to  her  lectures.  Yet  never 
once  was  she  embarrassed  or  discomfited  by  these  inter- 
ruptions. $he  would  say  sweetly,  "We  will  discuss  the 


I79 

subject  more  fully  at  some  future  time,"  and  immedi- 
ately go  ahead  with  her  lecture  ;  or,  if  the  interrupter 
was  persistent  and  frequently  broke  into  her  talk,  she 
would  say,  "Surely  you  must  have  observed  that  these 
ladies  are  desirous  that  I  should  proceed  with  my  talk." 
God  That  never  failed  to  capture  the  audience  and  evoke  ap- 

£#ve  plause.     This  lecturer  was  never  drawn  into  a  discussion, 

1  though  every  conceivable  trap  was  set  to  rouse  her  con- 

countenance."  troversial  spirit ;  and  when  driven  hard  she  never  failed 
to  secure  the  sympathy  of  the  audience  and  make  the 
malicious  interrupter  exceedingly  uncomfortable. 


i8o 


CHAPTER  iv. 


FTER  THE  LECTURE, 


"  Honor 

is 

a 

shield 

against 

calumny." 


he  one  and  only  criterion  of  the  success  of  a  lecture 
is  the  number  of  sales  that  come  from  it.  The  au- 
dience may  have  appeared  to  he  ever  so  deeply  in- 
terested, but  .interest  and  conviction  are  two  very 
different  things.  Do  not  mistake  the  one  for  the  other. 
Many  strangers  visit  California  and  are  charmed  with  the 
beauty  and  uniqueness  of  the  State,  but  comparatively 
few  of  them  choose  it  for  their  homes.  None  will  deny 
that  the  conceptions  of  heaven  are  very  beautiful,  and 
that  if  heaven  is  as  it  is  represented  to  be  it  must  be  the 
place  in  which  the  soul  should  live  after  existence  on  this 
earth,  but  unless  a  conviction  of  these  things  is  very 
strong  there  will  be  no  earnest  effort  to  pursue  such  a 
course  of  conduct  as  will  make  heaven  a  reasonably 
assured  fact.  A  Viavi  lecture  may  have  instructed  a 
woman  concerning  her  ailment,  and  she  may  have  come 
to  the  conclusion,  from  the  description  of  the  way  in 
which  Viavi  cures,  as  stated  by  the  lecturer,  and  from  the 
testimonials  which  were  repeated  and  dwelt  upon,  that 
Viavi  has  cured  a  great  many  stubborn  cases  and  that  it 
is  a  very  good  remedy,  but  unless  the  conviction  has 
been  created  in  the  mind  and  heart  of  this  woman  that 


•'  Unless 

the 

result 

is 

definite 

the 

labor 

is 

vain." 


Viavi  will  cure  her —not  that  it  may  cure  her — she  will 
not  procure  it. 

Hence  the  number  of  sales  resulting  from  a  lecture 
is  the  one  right  and  fair  basis  for  estimating  the  value  of 
the  lecture.  There  cannot  possibly  be  any  other. 

It  generally  happens,  however,  that  a  good  many 
women  have  had  a  very  deep  interest  roused  by  the  lect- 
ure. These  may  want  to  talk  more  with  the  lecturer 
and  learn  more  about  themselves  and  Viavi.  In  other 
words,  the  number  of  women  who  approach  her  after  the 
lecture,  like  the  number  of  interruptions  that  her  lecture 
has  suffered,  are  evidences  of  effectiveness  of  the  talk. 
If  the  lecturer's  whole  heart  and  soul  have  been  in  the 
lecture  she  will  be  in  a  condition  of  high  mental  exhil- 
aration after  the  lecture,  and  will  then  be  at  her  very 
best.  All  through  the  lecture  she  has  held  a  command- 
ing position  by  being  both  the  hostess  and  the  instructor. 
This  has  given  her  a  power  superior  to  that  of  any  per- 
person  in  the  audience,  and  this  advantage  has  enabled 
her  to  turn  every  circumstance,  including  interruptions, 
to  her  own  advantage  li  she  has  maintained  and 
strengthened  this  advantage  she  will  feel  masterfully 
strong  after  the  lecture  is  finished,  and  this  sense  of 
power  will  give  her  a  self-control,  a  self-reliance  and  a 
quickness  of  perception  that  she  may  not  possess  to  a 
similar  degree  under  any  other  circumstances.  Thus  it 
is  that  the  hour  or  two  first  following  a  lecture  are  golden 
moments,  and  should  be  used  to  the  best  advantage. 

MEETING  INQUIRERS.  -  The  lecturer  should  al- 
ways announce  that  she  will  be  pleased  to  meet  those  who 
desire  to  know  personally  about  Viavi,  and  should  step 
down  from  the  platform  to  the  floor  in  front  of  it  and 
cordially  greet  all  who  approach  her.  A  great  deal  of 


182 


"If 

your 

counsels 

suggest 

reflection 

you 

have 

taught 

wisdom." 


tact  and  firmness  will  be  required  to  handle  the  situation 
properly.  Some  women  will  want  then  and  there  to  enter 
into  a  full  discussion  of  their  ailments.  This  should  be 
strictly  avoided.  A  few  kind  words  and  an  evidence  of 
interest  in  the  case  will  enable  the  worker  to  suggest  to 
the  sufferer  that  it  would  be  best  to  meet  her  personally 
and  discuss  her  case  at  a  definite  hour  the  next  day, 
either  at  the  sufferer's  house  or  the  lecturer's  hotel  or 
office,  as  may  be  most  agreeable  to  the  one  seeking  the  in" 
formation.  For  the  purpose  of  keeping  a  record  of  this 
appointment  and  impressing  its  importance  on  the  in- 
quirer, the  lecturer  should  use  one  of  the  Stub  Appoint- 
ment-Card books  furnished  by  her  division  headquarters- 
These  are  small,  convenient  and  business-like,  and  save 
a  great  deal  of  time.  The  card  is  perforated,  one-half 
being  detached  and  handed  to  the  inquirer,  and  the  other 
retained  permanently  in  the  book,  after  the  blanks 
showing  the  place  and  time  of  the  appointment  in  both 
have  been  filled  out.  The  stub  will  serve  as  a  reminder  to 
the  lecturer  and  the  name  is  added  to  her  list.  It  would  be 
unpardonable  business  negligence  for  the  lecturer  not  to 
keep  the  appointment,  and  to  keep  it  as  promptly  as  her 
other  calls  will  allow. 

The  following  up  of  the  work  begun  in  the  lectures  is 
a  very  important  matter.  Any  idea  that  lectures  are  the 
only  direct  means  of  selling  the  remedy  are  fallacious,  and 
reduce  the  business  of  selling  Viavi  to  a  parallel  with  the 
methods  employed  by  street  vendors  selling  their  nos- 
trums to  miscellaneous  corner  crowds.  The  lectures  are 
educating.  They  are  preliminary  to  the  serious  business  of 
presenting  the  merits  of  the  remedy  in  an  intensely  and 
directly  personal  manner  to  those  who  may  have  become 
interested  in  it  or  the  general  snbject  by  attending  the 


183 


"Now 

prepare 

yourself 

for 

better 

things." 


lecture.  The  serious  effective  work  is  to  be  done  after- 
ward, in  the  privacy  of  homes  and  the  sacredness  of  per- 
sonal confidences,  where  women  talk  to  each  other  as 
woman  to  woman,  and  the  fountains  of  love,  sympathy 
and  confidence  are  opened. 

A  record  of  the  number  attending  each  lecture  should 
be  kept,  and  reported  weekly  to  the  headquarters. 


184 


CHAPTER  v. 


BUSINESS  WOMAN. 


"The 

wealth 

which 

you 

give 

away 

will 

ever 

be 

your 

own." 


Viavi  worker  should  remember  that  she  is,  above 
all  things  else  a  business  woman.  What  is 
meant  by  that  ?  A  woman  who  understands  the 
principles  of  business  and  rigidly  applies  them. 
This  is  so  strange  and  difficult  a  subject  for  most  women 
that  it  deserves  attention  at  this  time.  Their  whole  lives, 
from  girlhood  to  the  time  they  entered  the  Viavi  work, 
have  been  passed  outside  the  channels  and  currents  of 
business  as  a  rule.  Business  men,  almost  without  ex- 
ception, have  been  brought  up  from  boyhood  to  the  study 
of  business  principles,  methods  and  rules,  and  it  is  a  no- 
table fact  that  they  succeed  in  business  in  proportion  to 
the  thoroughness  of  their  knowledge  of  these  matters 
and  the  diligence  with  which  they  apply  their  knowl- 
edge. And  yet,  in  spite  of  this  hard  and  ceaseless  train- 
ing, how  many  men  are  there  who  are  eminently  success- 
ful in  business  ?  Many  of  them  fail  utterly. 

It  is  a  remarkable  fact  that  women  who  engage  in 
the  Viavi  work,  with  no  previous  business  training,  with 
no  experience  as  business  women,  and  with  only  a  few 
days'  office  study  before  starting  out  (and  some  of  them 
begrudge  the  time  even  for  that !),  show  an  overwhelm- 


"The 

effect 

of 

words 

is 

the 

measure 

of 

their 

value." 


ing  preponderance  of  success  over  men  engaging  in  new 
enterprises,  even  though  men  have  been  trained  all  their 
lives  in  business  matters.  In  the  great  success  that  Viavi 
workers  make,  a  very  generous  allowance  must  be  made 
for  the  assistance  which  they  receive  from  their  commod- 
ity itself;  Viavi  makes  a  headway  for  itself  to  a  consid- 
erable extent,  and  from  a  business  point  of  view  its 
dealers  are  in  the  enjoyment  of  a  monopoly,  for  the  sim- 
ple reason  that  there  is  only  one  Viavi,  and  that  there  is 
nothing  under  the  sun  that  accomplishes  so  much  as 
Viavi. 

At  the  same  time,  it  is  quite  evident  that  no  matter 
how  much  aid  Viavi  is  to  the  business  success  of  the 
worker,  the  better  she  is  equipped  for  advancing  it,  the 
more  rapidly  and  extensively  it  will  be  advanced.  Just  as, 
if  there  were  no  one  to  sell  Viavi  no  one  could  buy  it,  so 
those  who  are  best  adapted  to  selling  it  can  find  the  larg- 
est number  of  purchasers.  The  finer  the  preparation, 
the  harder  the  study  and  the  more  diligent  the  applica- 
tion, the  better  the  results.  This  is  true  in  all  businesses, 
in  every  walk  in  life. 

ATTENTION  TO  DETAILS.— Such  are  the  broad 
principles  of  business  success,  so  far  as  Viavi  workers  are 
concerned.  The  very  nature  of  their  business  requires 
assiduous  attention  to  a  multitude  of  details,  none  of 
which  they  can  afford  to  neglect.  It  is  the  little  things  in 
business  that  count.  Mark  Hopkins,  a  railroad  magnate, 
never  passed  a  misplaced  bolt  thrown  carelessly  on  the 
ground  without  picking  it  up  and  putting  it  in  its  proper 
place.  In  a  man  to  whom  millions  were  small  items  of 
finance  this  may  seem  silly  ;  but  the  profoundest  wisdom 
lay  behind  the  practice.  He  cared  nothing  for  the  value 
represented  by  any  single  bolt  that  he  picked  up  ;  but  he 


1 86 


"Above 

all 

things 

be 

not 

careless." 


knew  that  many  millions  of  bolts  and  spikes  are  used  in 
railroad  work,  and  that  if  his  subordinates  acquired  the 
habit  of  throwing  them  carelessly  about  the  company 
would  suffer  seriously  in  the  end.  His  example  was  a 
notice  to  all  the  employees  of  his  company  that  as  he 
appreciated  the  value  of  small  details,  they  were  expected 
to  do  the  same  in  order  to  promote  his  and  their  own 
interests  best. 

Viavi  managers  have  reports  and  correspondence  to 
attend  to,  and  the  accuracy  and  regularity  with  which 
they  perform  their  duties  must  be  taken  as  the  measure 
of  their  business  care  and  thoroughness.  Viavi  would 
never  have  reached  the  present  high  position  whicl  it 
occupies  if  it  progressed  by  spurts  and  dashes,  )y 
sporadic  ebullitions  of  enthusiastic  effort.  It  has  gone 
ahead,  so  fr  is  the  application  of  sound  business  princi 
pies  could  help  it,  by  a  steady  effort  and  infinite  care  in 
matters  of  detail.  This  business  care  has  proceeded 
largely  from  the  main  headquarters,  and  the  importance 
of  it  has  been  seen  and  the  practice  adopted  by  those 
managers  who  have  succeeded  best  in  the  business.  There 
is  still,  however,  a  wide  margin  for  improvement. 


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